Stu_Pringle

There’s a theme here. The eagle eyed will have spotted it. When we are squeezing the value out of the leads it’s not an 80% effort, it’s about following up on every single potential lead every time. On the other hand it may seem simple – that’s because it is – the whole point here is that this is entirely within the circle of influence of the sales manager.

Why is it always the last sales demo...

In the ideal situation, in BD nirvana, things are done in the right way. But the reality is not always like that. What if you’ve taken a new role and it turns out the warm pipeline isn’t quite the dream it was sold as.