A lot of salespeople really don't know the difference between these three categories, let alone how to discern which role each of their prospects fill. Adversaries provide at least some degree of resistance to your efforts. It may not be overt or even unfriendly. However, there is everything from passive to active resistance toward you and your product or service.
Enemies are clearly what that term has always meant.
For whatever reason, these people are bent on guaranteeing that you will never be successful in your sales effort. Perhaps the best thing we can do is to take a look at a short quiz to give you some idea as to where you stand with your current prospects or customers. You may want to score this simple quiz for every one of your prospects. We have had discussions about future directions for the individual's organization. This individual is in a position to have access to future plans and directions.