From the course: Inside Sales
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Avoiding powerless prospects
From the course: Inside Sales
Avoiding powerless prospects
- As you navigate and prospect into an organization, sales reps can mistake a high-level prospect for someone who has real power. The term I've coined is No-Po, and No-Po stands for no power, no potential, and you'll never receive a purchase order. As corporate hierarchies flatten out, and more decisions are being made by committee, it's getting harder to find the real decision makers, the ones with the power to buy. Misleading tools, pressure to close deals, lack of training and hunger for real connection all conspire to encourage reps to engage with the wrong people, the friendly No-Pos with no power to close deals. No sales person wants to believe they've been talking to the wrong person for weeks or months, but it's easier than you may believe. So are you stuck with a few prospects you've been chasing too long and hoping something will happen? You might be in the No-Po zone, which is a complete waste of time.…
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