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(1). A preliminary set of sales meetings where the prospect forces all of the different firms to perform their dog-and-pony show one after another, all in the same day.
“Yeah, so we’ve got a meeting with a prospect today at 1. I think it’s just a beauty contest at this point. Pretty sure there are at least three other firms in the running.”
(1). The list of prospective clients your company maintains that never seems to change. You really need to hire better sales reps.
“Well, we have about 50 prospects in the pipeline right now, so we’re doing okay. Well, I suppose we could cull some of these 2003 ones… …okay, well we have about 15 prospects in the pipeline right now, so we’re doing okay.”
(1). Taking on a bunch of crummy accounts in hopes that one or two of them will turn into a good account. Some do, most don’t.
“Look, sometimes you just have to keep kissing frogs until one of them turns into a prince! One of these companies is bound to go public someday! And when it does, we’ll be ready!”
