Graham Whittle's Blog – May 2010 Archive (1)

Ever been frustrated by a prospect with whom you had a ‘great meeting’ and subsequently submitted a detailed proposal(s) – but the order has not been placed despite further ‘We are still interested’ conversations?

To you the prospect’s ‘need’ is obvious and the business case sells itself – so why the delay in placing the order?

This apparent disconnect is often the result of a ‘need without a problem’. A need may have been identified but it hasn't become a problem that…