Pursuing a significant opportunity that you believe you can win but it is a bad piece of business. This scenario is the one that is more common. That was particularly true with regard to the opening ceremonies and the Parade of Nations.
Ultimately, though, we are still talking right past each other, because "good business" is not an answer to "bad quality" any more than "bad business" is an answer to "good quality.
This constitutes small problems in small opportunities but big problems in big opportunities. Re-defining requires a skilled business conversation with the customer where, based on your experience and expertise, salespeople help their customers view the issues and challenges with greater clarity and insight and perhaps bring a different point of view regarding what the solution might look like.
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Are there early warning signs of scope creep? The key step is to conduct early on in the sales cycle a more comprehensive exploration of the buying process. How can they not? What other direction is there to go?
The larger the opportunity the more important it is to get it right. Before they even get started most salespeople have a significant reduction in their selling time due to other demands and distractions. Bad Business Sales reps are always looking for that next big opportunity and justifiably so.
So the belief on winning is not based on fantasy; it is based on good selling. The Olympics are a massive, worldwide event that a lot of people love, and NBC is the only broadcaster that can bring it to American television.
If you tried but cannot re-define it, withdrawing may be the long-term best answer. There have been technical problems and access problems with the live streams of the Olympics, but the live streams themselves have often been wonderful viewing. Have an in-depth understanding of the answers to questions like: Well, it could be a bad opportunity for a number of reasons related to the opportunity but in major sales most reasons relate back to a common factor: But while all new big opportunities initially look great — be cautious!
There are two strategic options.The following exchange has played out over and over in the last ten days: Point: "NBC's coverage of the Olympics stinks, because everything is.
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Posted on April 22, by Richard Ruff. In major B2B sales it is critical early on to distinguish between an account that represents good and bad business. The larger. Which quality can be both good and bad in a person?
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