By Tibor Shanto
At one time, I had a co-worker who had a bit of a problem with the horses. He always knew just the right horse, in the right race, cause “today was the day.” He handicapped it, and every day he knew why his timing was just right; each day, it was not. A lot of people in sales remind me of a conversation I had with Leon. They seem to be convinced that not only is sales about timing, but they have divined a way to leverage it to their advantage. Much like the ponies, timing in prospecting is a mug’s game.
Time Costs
Timing buyer readiness has similar odds and outcomes to the track. And like many gamblers, their rationalizing skills develop better than their pipeline. Most betting on the ponies will at least take the time to consult their programs. Perform their favorite rituals and place the bet;
