Two of the toughest decisions in an effective sales process are how to best enter an opportunity, and at what point should you consider your investigation/diagnosis complete. Poor decisions made in either of these areas can kill your opportunity before it begins or leave it in a state of purgatory where it atrophies from no action. From an account entry perspective, the traditional approach of entering high up in the organization has the benefit of “access to power,” but is increasingly hard to...
