Published December 9, 2011 | 
Work on keeping people in your pipeline of contacts and prospects EVERY DAY: Salespeople tend to go in spurts and forget that when someone is ready to buy or subsequently does buy, they need to be replaced with either a prospect who is getting ready or who is ready to make a decision. Do not waste your time and effort on those who are disinterested in your product or presently satisfied. Keep them in a satisfied file or category and check with them every three to six months, or as your company’s buying cycle dictates. On the other hand, do not spend extra time with leads who are satisfied with your competition. Instead replace those that buy by always prospecting for the dissatisfied or getting ready prospects. If you are a salesperson you already know this. However, here is the problem. You may know you should, but you may not consistently work on your pipeline EVERYDAY.
