In an effort to make an impression, they festoon their pitches with too many details. "They say, 'My product does 20 things, and I'm going to tell you all 20 and, hopefully, one of them you'll love,'" says Jeff Hoffman, co-founder of Basho Technologies and an adviser to a sales club at MIT, who teaches the fundamentals of sales to students interested in business and technology.
So you've done the preliminary research on a prospect and they look like they could be a company you could really help. Next step? Get them on the phone. There will be times when you get a prospect on the phone and talking on your first try.
