Sales cycles for enterprise products and services are long enough, do not retard the pace of these complex sales processes by neglecting the importance and necessity of prospect qualification. Be sure to include prospect qualification within every step of your sales process to ensure that you do ...

It's well known in the intangibles business (including executive search, staff augmentation, advisory, management consulting, etc) that a sales person with an address book is a valuable commodity.  No rocket science about it.  But why? The reasoning is inherent to understanding intangibles as com...