OK, I was called out by a reader, who challenged my statement that having a solid pipeline will even out sales production. I still believe this should help achieve a less lumpy sales profile, but what I really meant to say was – there has to be an ongoing prospecting effort to ensure there is a steady pipeline of opportunities.
Many struggle with how to do this. Do you go with insides sales, territory approach with sales that prospect and close…I am a fan of separating inside sales and field sales to maximize opportunities and focus.
Either way, “always be prospecting” if you want a steady flow of business! Sales is not for lazy or totally sane people. Gotta be a little crazy to excel at this game so I remain,
Get Mental and Sell More!
Brick
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