In this article we will examine the second key reason why sales opportunities stall: poor CRM system utilization/compliance.

This two-part article will shed light on key reasons behind the poor condition of your company's sales opportunity pipeline and what you can do to fix it

A certain amount of optimism is required to survive the rigors of the sales profession. Where we run into trouble is when we look at our sales opportunities through "rose colored glasses." This can cause us to waste enormous amounts of time and effort on opportunities that, when viewed realistically, have little chance of ever closing.

No sale can be counted upon unless the prospect is actively engaged in the sales cycle. What does it mean to be "actively engaged"? This is defined by the prospect's willingness to commit to a valid next step.

Neither you nor your employer can any make money unless a prospect says "yes". However, getting prospects to say "no" can be equally critical to your success!

Do you have trouble convincing prospects to make the time to speak with you? Is your sales opportunity pipeline full of stalled opportunities? Do you find it difficult to close sales? Each of these challenges can result from a single flaw in the sales process - failure to engage your prospects' emotions.