Tuesday, September 13, 2011
Many people think of sales as gambling. You start each month trying to build a jackpot. Done right, sales is not gambling, not even investing, it is science. Do X calls/Y demos* A emails = $. So what do you do when that process fails? Yup, roll them bones!
Sometimes a sales deal stalls and does not respond to science or logic. When this happens, the percentage of closure drops like a rock. The longer you wait, the lower it falls. So what can you do? Some call it a gamble, I call it a calculated risk.
History tells us doing nothing will not help the process. So with that logic we need to do something. Push harder, double down, go around, in short, gamble.
The gamble doesn’t always pay off, but guess what, neither does doing nothing.