Losing a deal isn't losing

If you have numbers to hit..the smartest thing you can do is realize when you've lost. The less time you waste on unwinnable deals..the more time you can spend with the ones where you have a shot. When I say lost..I mean it may not be lost forever..keep it in a follow up cadence..but keep focused on those that are likely to move within a timeframe that makes sense for your cycle. This is when you really win!