Spring is the time of year when newly-minted college graduates start their job searches. But often, probably in an effort to just get a foot in the door, they introduce themselves in a very vague way, looking for “any openings you may have.” Such a request is easy to ignore, because that’s all it is — one request among many. Salespeople do this with prospects, too. “Do you have any financial / health / other needs we can meet?” Like a new grad, your company should know where you want to be, and show the prospect how you can help them in a very specific way, with expertise and experience only you can offer. How are your salespeople doing at this?