The Terrifying Truth About Your Prospects

(This article originally appeared as a guest blog on Frontline Selling’s blog in March 2017 here
It also appeared on LinkedIn here and has been the subject of at least two podcasts).
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Think back to your last sales meeting. What did you discuss?
Chances are you talked about your sales forecasts, your performance to date, some deals you wanted to close, perhaps some sales strategy. You might have talked about some of your customers and the problems they are facing or the things they are complaining about.
Maybe you had a whinge about marketing and the quality of your leads, or you celebrated closing a big deal, or you discussed how to meet your targets. You might have discussed prospecting, what your competitors were doing or how to overcome price or other objections.
Perhaps you identified a problem that needed action – maybe the quintessential sales problems – “we aren’t selling enough” or “we need more leads”.
What about