Are Any No-Po’s Lingering on Your Forecast?

Only one day left until the end of the quarter. By now, you may have already experienced some betrayal from No-Po’s whom you thought would commit but didn’t step up and actually sign your PO. I know, I know, I know. You really believed them when they said you were the vendor of choice and miles ahead of your competition. You waited patiently each week while they tried to assemble the right people for the meeting that kept getting rescheduled. You agreed never to call anyone else within their organization because they had it all covered. You continued to hang out with them because they were cooperative, engaging, interested and they even became your Tuesday morning phone buddies. And surely, with such titles as Manager, Director and Consultant, you assumed they maintained a level of power and influence. So what happened?

How many No-Po’s have been lingering on your forecast that you’ve had to pull out? You may have listened to our very insightful podcast earlier this week, Betrayed by No-Po’s? and realized we are all lured by what we believe are buying signals.

New resolution for the new quarter= Stop selling to people who have no power.