When I manage opportunities, I bring the prospect into my pipeline management.
What do I mean?
I don’t disguise what I am doing and I am transparent about entering them into my funnel.
I’ve also had success in asking, what should I put as the close date on the opportunity? And talk through that so now we both have a date to work towards.
The enterprise clients I work with understand the sales process, so why try and hide from it? Embrace it, use it to your advantage, make them part of the process.
