One of the things that sometimes worries us about the companies we work with, even the larger ones, is the fill and leak syndrome.
You probably don’t know what we’re talking about by this name, but if we describe it to you, you’ll understand.
Any salesperson knows that to get sales, you have to make proposals. To make proposals, you have to make meetings. To make meetings, you have to make appointments. To make appointments, you have, in most cases, to make phone calls.
This is something that, in most cases, a company and its business cycle cannot escape.
The fill-and-void syndrome is that many companies mistakenly work in this kind of cycle.
When they don’t have sales, they work like crazy to get them, dedicating themselves to this purpose.… [ Read the rest » ] “Does Your Company Have a Good Negotiating Position?”