Let’s say you’re an Olympic athlete – would you rather come in 5th place or 2nd place in the Olympics?
The obvious answer is 2nd. But in sales, the answer is 5th. And here’s why: hundreds of hours and thousands of dollars are wasted when sales people chase business they are likely never going to get. They work tirelessly only to come in 2nd place and never close a deal. By understanding your ideal client, their problems and cast of characters, you can increase your chance of exiting the conversation a lot quicker when it’s not a good fit – saving you thousands!