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It takes from five to seven attempts to reach your contact by phone or e-mail before they actually respond. You have to make enough initial calls and follow-up calls to generate genuine prospects you can confidently put in your pipeline. Meanwhile, the phone keeps ringing, texts and e-mails are flooding your inbox, your boss needs your forecast by this afternoon, and you’re already eating lunch in your cubicle. 0 world, it’s easy to lose time multitasking inefficiently, lose track of time, lose focus, and lose sales in the process.

Take the time to hold your prospects accountable by agreeing on something you will be doing and something they will be doing before your next call. 7. ’’ Don’t forget to pick a few and learn them well, instead of trying too many and being sloppy. Especially important: your CRM and Outlook tools. 8. Pick up momentum in building a healthy sales funnel. Build your pipeline each week during the month rather than waiting until the adrenaline kicks in—because I guarantee you will not make the best decisions on that kind of fuel.

Say no to the request, not to the person. ’’ And thank the person for thinking of you! + Remember your priorities. The best reason for saying ‘‘no’’ is interference with your own priorities. Keep these priorities foremost in your mind, and articulate them to others. Refuse to spread yourself too thin, especially when your capabilities are in demand! + Delegate more effectively. Define the task clearly, define accountability, communicate clearly, give feedback, don’t get in the way, and reward effort and results.

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