Something which has stuck into my mind..

Dave Mattson

CEO & President of Sandler Training

Have a sales process. Hard work isn’t a guarantee for success. Have a process and follow it. If you take the lead in the buyer-seller dance, you will be better off. Otherwise, you’ll be constantly answering questions which you falsely think will lead to a close, but you’ll end up with nothing except spending a lot of time giving free consulting. You can write down what to do each step of the way or, better yet, ask successful people in your company what they do. This will be a living document, so constantly improve it.