By Tibor Shanto
Every journey has a beginning, middle and an end, and this is true for a buying cycle and sales cycle. And while it may work for Zen and motorcycles, in sales, it is not about the journey but the destination, the win. Everything we do as sales professionals needs to maximize that end and ease the journey for all involved. Many factors impact the journey and by extension, the outcome, including strategy, execution plan and more. But one can argue that how you start, what we do in the beginning, has the most significant impact. It is where your plans are first tested by reality.
This attitude needs to cascade down to your view of your day, what you commit time to, and what you choose to ignore in order to maximize this precious resource. Each day is a building block of the sales cycles you’re currently travelling. So
