Sack the Bottom 10%

Sometimes you’ve invested so much into a project; you’re wary of pulling out. For example, I bought a collection of lights for my video studio, huge barn-door halogen lights which cost over £500 and meant you suffered sunburn every time you worked under them. Along came LED lights which emit next to no heat. Initially, I was wary of disregarding the barn doors since I’d spent so much on them, reluctant to make a move. It’s similar in sales or professional advising. Have you been prospecting the same customer forever?…

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Prospect Against Your Closing Ratio

I used to call it the Roller Coaster ride. As a salesperson, I was so busy selling and closing deals that I ran out of time to do any prospecting. If truth be told, I found it a jolly good excuse not to. Prospecting is hard. It’s a constant stream of rejection, and most sellers don’t like that, so any excuse and they’ll put it off. “I’m too busy closing boss, to prospect as well.” And the outcome was a barren period of business as I had to start from…

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