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.

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