Time is the killer of all deals. How often does it feel like you have just spoken with someone within the past few days, and in reality it has been weeks, a month or more? In our busy work life, you begin to realize the mind has a way of playing funny tricks on you and your memory. This is doubly true to a busy salesperson. Salespeople are constantly juggling new leads, customer relationships, active projects and life in general.
With that in mind, if that busy salesperson doesn’t act on a new lead or an insight — new information about your prospect — the lead or opportunity loses the strength of being actionable. By not acting in a timely manner, the opportunity to change the course of a business outcome can pass or be diminished greatly.