Mark McInnes and I had a great conversation about how to hold your prospects accountable to increase your chances of hitting quota. We had some real talk about #owningyourownshit when it come to not abdicating the sale cycle to your prospect.
I gave 5 tips for holding your prospects accountable:
- Set an upfront contract before you begin the sales process
- Walk your own talk
- Give homework with deadlines
- Consequences for bad behavior
- Have a formal and written walk-away point