How to Have More Deals to Close

Sales is like an ATM. Let me tell you why. Last week, I was with a sales manager reviewing the quarterly numbers. What jumped out to me was the lack of deals to close in the final stage. The sales manager zeroed in on it and asked for my help in correcting the situation. Unfortunately, he could not answer the one question I asked him which was this, “how much time are your people devoting to prospecting?”
How can you expect to have deals to close if you don’t first spend time prospecting? Try making an ATM withdrawal when you don’t have any money in the account, and you can’t do it. If you want to take money out of an ATM, you have to put money into it first! You feed the ATM and it will give back to you. Sales is no different! It’s why this is the first