we started by working with the sales team to generate a list of signals that would tell them that an opportunity wasn’t worth pursuing. To do that, we sent out the following prompt to the sellers and the sales leadership: Imagine you were pursuing a lead that came through an RFP (request for proposal) or RFI (request for information). It’s six months from now, and you have lost the deal. Looking back, you realize there were early signals that the deal was not going to close. What were they?
Annie Duke in Quit