The sooner you realize that you're spinning your wheels, the more money and time you save for another, better, hotter prospect.
So then how do you know if you're working on a loser? If you set goals for each step and then measure your progress against those goals, you can easily see when things aren't progressing well. And when that happens, it's time to re-evaluate that target organization. Or you might get some others in your organization to come in and brainstorm new approaches. But if you have broken down the process, so that you can realize early on that this particular prospect is not worth your time, you'll be able to spend it better elsewhere.
Remember this, because it can save you a lot of money: The most profitable thing you can do is NOT pursue business you won't win.
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