Like how to move an opportunity on from one phase (prospecting) to the next phase (qualification) when you customer is reticent, or unconvinced, or tardy. This

Like how to move an opportunity on from one phase (prospecting) to the next phase (qualification) when you customer is reticent, or unconvinced, or tardy. This should be done without being pushy, but, with careful techniques, the sales cycle can be shortened and objections that occur _throughout_ the sales process are either handled, or the opportunity is closed as lost. A focus on sales pipeline measurement, efficient use of sales effort and focussing attention on where the business is most likely to be, etc, etc is all a part of this.