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Beware of sales shortcuts

Just because you come "pre-screened" by a referral, don't assume that you can take a shortcut and coast into the engagement. Stick with a disciplined investigation and help your prospect make a good decision. If nothing else, it will reflect well on your referral source.

Ready, needful and willing

Identifying business need is the anchor of traditional sales strategy. Now, "readiness" and "willingness" are more important.