Archive for February 15, 2013

Living in Anticipation With Schrodinger’s Leads

Written by Sean Murphy. Posted in 3 Early Customer Stage, 5 Scaling Up Stage, EDA, Sales, skmurphy

“Even cowards can endure hardship; only the brave can endure suspense.”
Mignon Mclaughlin

To grow your business you need to navigate the ambiguity and uncertainties of learning what strangers need and are willing to pay for.  It can take a while to determine what to ask in an opening conversation and whether a lead constitutes an opportunity. But you have to follow up, if you view it as the prospect’s responsibility to contact you now that you have explained what you do it’s very hard to prosper.

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