It’s probably the most frustrating thing that happens to salespeople, and for many salespeople, it happens too frequently. The prospect “goes dark.” The sales opportunity seems to go from having a high momentum level to completely inert in a blink. It’s an emotionally fraught time for both the sales rep and the sales executive. Most people are familiar with the sales adage that “time kills all deals,” and when a sale stalls, the ticking of the clock feels like it’s moved into hyper-drive. For...
