FOUR ACTIONABLE TAKEAWAYS

Monday morning opportunity hit list: create a list of opportunities that don't have next steps or told you to call back around this time.

If someone's shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo.

When you're waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them.

Review your pipeline by asking: What's the persona? Do I understand the decision? What's my next step? If there isn't one, what am I doing to get one?