If you're more than a bit puzzled as you look at your sales pipeline and the calendar for the year wondering why many of the deals you're working on have yet to come to fruition, don't think you're alone.

In a recent survey of 25 of my top clients, I found that 60 percent of what's in their sales forecast will never turn into a sale by year-end!

Know Who You're Dealing With

By my count, there are four distinct categories of individuals in just about every sales account in existence.

This person has the ultimate veto power, and if you've been reading my column for the past few months, you'll know I affectionately call these folks "VITO"--the Very Important Top Officer.

Typically one level down from VITO you'll find the Decision-Maker.

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