How do you determine if the time you devote to developing a selling opportunity is a worthwhile investment or a waste? One might think the answer is obvious:  if you closed the sale, it was a good investment of time, and if you didn’t close the sale, it was a waste of time.  On the surface, there is some truth to that line of thinking.  But, the length of time to close the sale or close the file on the opportunity is the real yardstick.

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