By Jill Konrath, Contributing Editor
Have you recently seen promised projects literally evaporate into thin air? It's a phenomenon I'm seeing frequently these days – and I'm personally experiencing it too. Time to put on the thinking cap…
The situation starts like this: You meet with a targeted prospect who has a high likelihood of being able to use your service. After discussing his needs and sharing some about what you can do, it's clear that this prospect is interested – very interested.
"Yes," they say. "That's exactly what we need. It's absolutely perfect."
Now you know that big companies seldom just sign on the dotted line, right then and there. There are other people to include in the decision and an approval process that needs to be followed.
Members-Only Premium Content 
Want to read more? Try our Risk-Free 7 Day RainToday Membership Trial with access to:
- Free Webinars: Access all recorded webinars (full members attend all live webinars free).
- Free Tools and Guides: Receive all how-to guides and tools sold in the RainToday Store free.
- Research and Reports: Receive 20% off all research and benchmark reports.
- 1,000+ Articles: Access over 1,000 professional services marketing, sales, and leadership articles.
- Exclusive Premium Content: Access members-only interviews, templates, and case studies.
Already a Member? Sign in below:
(Note: Do not press the "Enter" key. Instead, click the "Login" button with your mouse to sign in.)
