I'm Not Going to Close a Deal Unless the Customer Takes These Prior Steps

Salespeople tend to turn a bit of a blind eye to it, because it can kill a deal off. If those things aren't being done or havein’t been done, at that point, i think it should be handed back to marketing. And marketing should be assisting the customer through that process,. Some of those things might wash out as objections, and marketing could be answering some of those things.