Should you ever give up on a prospect? It’s a tough question, but one every sales professional has to face.

In this episode, James digs into the balance between persistence and practicality. While following up is a vital part of winning new business, there are times when pushing harder just isn’t worth it. James explains how to spot the red flags that show a prospect doesn’t value what you offer, why qualifying properly matters, and when walking away might be the smartest move you can make.

Packed with practical advice and real-world insight, this episode will help you protect your time, focus on the right opportunities, and avoid chasing business that’s never going to close.

In this episode:

• The warning signs that a prospect isn’t worth pursuing
• Why valuing your offering is non-negotiable
• The importance of decision-making authority in sales conversations
• How to check if someone really fits your ideal customer profile
• Why budget alignment is critical from the start
• How to leave the door open, even when you walk away

Knowing when to persist and when to step back is a skill that separates good salespeople from great ones. This episode will help you master it.

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