How do you handle the “sales buddy” relationship?
https://www.linkedin.com/embed/feed/update/urn:li:ugcPost:6716535577904316416
We’ve all had them: the “sales buddy.”
The prospect or customer who is a blast to talk to, play golf with and tells you how great you are; but they won’t buy, can’t buy, or don’t have the juice to get the deal done.
So, how do you handle said scenario?
My recommendation: keep the #relationship. Ensure you manage your time wisely and do not let the great rapport distract you from (1) driving new relationships in the organization and (2) chasing other new logos.
The #sales buddy may be able to intro you to other players in their company or others. They may have valuable #information and #intel.
They may also go to another organization where their immediate value to you is realized.
As a #seller, you must tend the entire landscape as you hunt and farm. The crop will be unpredictable. A competing contract may eventually end, they may get promoted; the planets can align.
Don’t let the sales buddy take up all your time, but certainly do keep the conversation warm. Maybe just invite a couple of other prospects to fill out your foursome.
#relationships #prospecting #prioritization #selling #influencers #leadgeneration
