They say something like “well, we are going to buy $500,000 worth of widgets in a month… “ or “well, we think we could be a lot more efficient with our widget packaging…” or “well, we have had some quality and delivery concerns with our current supplier…” followed by “can you send me some info on X, Y and Z?” Whoa. Now you know you have a live one. What do you do? Do you send them the specific information they have requested? What, are you an idiot? Your job is to book meetings now.
