5. Don’t Give Up Too Easily! (With Ideal Prospects): With ideal prospects, don’t disqualify them until you get a “no” from the decision maker (don’t take “no” from others, even other executives). If you sell to the VP Sales and feel the account is ideal, don’t assume that because the CIO says you’re wasting your time that you are. As Winston Churchill said, “Never, never, never, never give up!” (with ideal prospects).
