Okay the truth is, I got lazy.
Many years ago after we finally got our business off the ground, I got complacent (sounds better than lazy) and hadn't done much in the way of sales and marketing because business seemed to roll in. But then, I started to realize that we didn't have much business "on the books."
Well, that's not totally true. We had one. In fact, we had just closed the deal and then went to lunch with a friend who was in town.
After coming back to our home/office, I noticed the light on our answering machine was flashing. Have you ever had an inner knowing - a time when you *knew* you were going to get some bad news?
For some reason, my intuition was that this message on the answering machine was not going to be good. And I was right. It was the client canceling the deal we had just made hours earlier!
This was a low moment. And it was a really powerful lesson: if we are not actively telling our story and moving qualified prospects into the pipeline - we don't have a business.
In that moment, we were out of business. So, we got to work that day - no more complacency assuming the phone would just ring on its own.
Jeb Blount, author of Fanatical Prospecting and People Buy You says, "the pipe is life." I know that all too well now.
If you can relate to my story at all, if you are struggling with building your b2b business, then you absolutely need to join us at Outbound 2019 in Atlanta 24-25, 2019.
OutBound is the biggest, baddest conference in the sales profession and the only conference focused exclusively on sales prospecting, pipeline, and productivity. It's put on by four giants in the sales training world including Jeb Blount, and they've gathered a collection of speakers and world famous sales experts to present at this
event...
Jeffrey Gitomer (Little Red Book of Selling), Bob Burg (The Go-Giver), Colleen Francis (Non-Stop Sales Boom), and me! (plus many others.)
I rarely do "public" conferences so this is extra special, not to mention to get to be a part of this incredible group of speakers - and all at one event.
If this looks intriguing to you, join us! It'll be a training experience unlike anything you've attended and jam packed with learning value. Visit Outbound2019 here!
Be sure to use my discount code to take $100 of your ticket: goforno100
