Are you struggling with filling your calendar with great meetings? 

Well, it might be the name of your sales stages. 

Yes, we are very good at goal setting and we’re very good at paying attention to our sales stages, which is why we get into trouble around the sales stage: meeting.

Because we call it a meeting, we work very hard to get those meetings, even if that close is premature. 

So, change the name of your first sales stage to “positive response.” That way you’re aligning the goal with the appropriate task on your first email or call, setting you up for success later when closing for a meeting is more appropriate. 

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