From the course: Account Management: Maintaining Relationships

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Going rotten timers

Going rotten timers

From the course: Account Management: Maintaining Relationships

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Going rotten timers

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- Staying on the theme of setting timers, this one may require some specialist software but it's a great way to help you not lose the deal when you're juggling so many. It's by watching for deals going rotten. Now, this is a phrase used the sales industry to describe what happens when you don't touch a deal or speak to a prospect for a long time. Just like food, if it's left on the side for too long, it goes rotten and then you can't eat it. That's equal to if you leave a prospect for too long without contact. Then they start to forget about you, they start to speak to your competitors, and the urgency and need slowly disappears. But this one is a bit harder than setting calendar reminders. You could set a few week timer every time you speak to your prospects but then you'll be spending so much time setting timers that you won't be making those all-important calls. And that's where software comes in. I've created a…

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