Why Keep A Complimentary Pipeline of Opportunity – by Elinor Stutz

Why Keep A Complementary Pipeline of Opportunity?

Most salespeople in need of making a monthly sales quota merely maintain a sales pipeline. However, when you maintain a complementary pipeline of opportunity, you will find it becomes the motivating force for over-achieving quota.

While some trainers insist that sales are just a numbers game, I whole-heartedly disagree. Sales leaders will tell you there is so much more to the profession than the simple declaration.

Elements of the successful sales process include:

  • A give and take conversation where the prospect and salesperson energetically engage one another. The exchange consists of insights, personal stories, and troubling circumstances in a heart-to-heart plus mind-to-mind communication style.
  • All the while and throughout each conversation credibility and trust build.
  • Timelines are typical, and follow-through with timely delivery on all requests is the usual occurrence.
  • Periodic check-ins after the sale are included to maintain client satisfaction.
  • The personal touch with human feeling attached is the ultimate sales experience that puts the representative at the top of the charts.

A numbers game? Hardly!

It is the complementary pipeline of opportunity that increases motivation on a daily basis. For a moment, imagine what high-energy motivation will do for you each day.

  1. Entrepreneurs, think about the offers others provide and focus on those that excite you the most
  2. Job Seekers, consider the company openings that will put your skill set to the best use.
  3. Salespeople, while you do the mundane to attain quota, keep sight of the exciting possibilities ahead.

Should you buy into the extra elements of successful selling, it becomes clear as to why a complementary pipeline of opportunity is essential. The following list is of ideas that you might include to maintain enthusiasm and a smile:

Prospects You Enjoy

Similar to not everyone is your friend, not every candidate is friendly or close to being a good choice. The numbers element may be in your primary sales pipeline, but be sure to omit from your opportunity pipeline. Instead, keep a record of the prospects and clientele you most enjoy.

Notable Companies for the Resume

Few people remain at one sales job their entire career. As you gain experience and contemplate furthering your career, add notable companies that will light up future employers and in the meantime, will keep you motivated to do your best.

Sizable Initial Sale

Challenge yourself to take on a massive sale where others in your space are also competing for the business. Believing you can do it, and motivating yourself to learn will see you accomplish more than you thought possible. Taking on a sizable challenge keeps the motivation and excitement fresh.

Potential Repeat Business

As you continue to learn and grow, and motivation is a constant, channel your enthusiasm in conversation with clientele. Prospects and clients pick up that you are continually learning and growing, encouraging them to do business with you.

Upon continuing the sales cycle, more business develops. In your complementary pipeline, partition the clients that are likely to provide repeat business and referrals.

Referrals

Underneath your list of clients providing repeat business, list the companies they refer. Referrals are more likely than chance encounters to do business. Using the same sales methodology above will increase the likelihood of referred parties asking to do business with you.

Time management is an essential piece of not only securing the everyday sales but also earning the more complex. Attention to detail and focus on client need will work in your favor. And the excitement in the opportunity pipeline is what will put you at the top of the sales scoreboard.

Sales Tips for Pipeline of Opportunity

  1. Lead client conversations with insightful questions
  2. Listen carefully to each reply for elements not addressed
  3. Use enthusiasm to help build interest in you and your services
  4. At the end of each day prioritize the prospects that interest you the most
  5. Acknowledge the areas that attract your interest to seek out more of the same
  6. Leverage all areas that hold your attention
  7. Commit to education for improving your effort
  8. Ask the clients you enjoy if they know of others who may have a similar interest in your services
  9. Follow-up immediately with new referrals to impress the referring party
  10. Celebrate Success!

Today’s blog is provided to help you achieve The Smooth Sale!

 

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Do You Listen To Sales Professionals

Note: This blog post was originally posted as a guest blog for Elinor Stutz, one of the most experienced sales experts on the planet. Please visit her blog.

More than 50% of all sales reps are not reaching their quota. At the same time, the sales process is rapidly changing. It requires an entirely new set of skills.

Recent reports tell us that over 70% of a buyer’s journey is done without connecting with a Sales Rep. Many buyers feel they possess greater knowledge of a company’s products than the Sales Rep himself. Buyers know a lot more about the problems they must solve than the Sales Rep.

Why has it gone this far?

We are getting better and better at setting up great portals of information on our company websites. Search engines serve the customers’ continual increasing need for knowledge. And they are becoming increasingly accurate in their results. Customers are much more confident deciding by themselves with available solutions to their problems. They see less need for being guided by a Sales Rep’s voice from the world outside.  Gone are the days leading up to the late 90’s.

Questions that come to mind:

  • Are Sales Reps needed in the future? (The pressure on them has already begun to prove to be devastating for their employment.)
  • How many of the Sales Reps are positioned today to be fired?

Fired

Let’s do something about the situation, I thought.

I’ve been a sales rep myself, and I cannot count the mornings I woke up with worries about not meeting my sales goal. If I didn’t, I’d get fired. Somehow, my career developed to become an experienced sales expert myself.  I wanted to pay back.

I started out writing a sales blog. But, I soon realized it was only my own perspectives I was writing and sharing. So, I reached out to some of the best sales experts in the world. They were asked if they would like to share their best sales tips ~ in one single place ~ for free.

Sales professionals: Just like Doctors Without Borders.

The experts loved to contribute!  The Sales Scenario Blog Radio was born. Similar to actively selling, we experimented to find the following:

  • The sales tips had to be in an audio format.
  • Insights need to be short enough to enable Sales Reps and their managers to acquire the knowledge at free time slots.
  • Efficiency is essential for listening to the podcast between meetings, driving the car, and commuting to and from the office.

Today, Sales Scenario consists of over 30 of the very best experts in Sales on the planet. You can tune in to hear well over 300 quality and easy-to-consume sales tips.

Check it out now: Please visit the Sales Scenario Blog Radio podcast. 

This is only the end of the beginning!

The Sales Scenario will soon invite all 300 million Sales Reps around the world to share their very best sales tip.

Each tip is to be reviewed and approved by certified sales experts. Together we will help each other. What a fantastic treasure chest we in Sales do possess! And what a waste if we don’t open it up and use it!

Now it’s the time to do it, or we’ll all die (or become unemployed at least).

The Fairytale Of The Salesman

Once upon a time, in a forgotten forest land, there was a man. His name was Mr Salesman and his job was to find People that would give him their last money they had.

Salesman horror fairytale

It was a time when People believed in what Mr Salesman (and other Mr Salesmen too) was saying. They believed they would get values Mr Salesman was talking about. If he mentioned it at all, of course. The truth was, most Mr Salesmen were not talking about any value at all.

Still, they wanted Peoples’ last money.

In an ever-increasing demand world, Mr Salesman didn’t get into any problem getting Peoples’ money, because People were believing in him. Mr Salesman got rich and high bonuses were adding up on his bank account.

Times went by and nothing was changed. Maybe, after some decades, Mr Salesman recognized he had to put a bit effort to persuade People to give him the money, but that was not really any problem since Mr Salesman was pretty good at lying. The Salesman developed great skills to use lies in all situations, where People was questioning him and most of the times he, finally, got Peoples’ last money anyhow.

Still, no value was delivered as exchange for the money.

After some more decades (yes, decades! People was still giving their last money for no real value), People was thinking: Am I alone just giving my last money away for no value? People was not. So People started to ask for the promised values. Mr Salesman had skills to lie, remember?

Still, People was asking for value.

Actually, this was not really a problem for Mr Salesman either. By this time, many more People had asked for value and many Mr Salesmen had faced People asking for the same thing (value. I told you!). Some Mr Salesmen thought: Hmm. This was a great business idea, to help Mr Salesmen to become better liars. So, Mr Salesman went to school and after some Sales Training Classes he was ready.

Still, he was able to persuade People to give him their last money.

THE MONSTER APPEARS

Then, suddenly, a huge monster appeared on the stage; Mr Internet. Ehhh, it was not just a blitz moment, but rather a sneaky (or as Mr Salesman said: a creepy) event. After just some years, People didn’t go to Mr Salesman with their last money. Instead People trusted Mr Internet. Mr Internet gave People all information they needed for free. Mr Salesman was upset. When he reached out to receive “his” money, no People was answering his calls. Mr Salesman started to feel a bit chilly at first, then ice cold. Even smart new tools like digital letters (they called it e-mail marketing, today just spam) – promising at first – but soon just as cold as phone to get in touch with People.

Still, Mr Salesman needed Peoples’ last money. So, Mr Salesman started to lie even more.

A NEW MONSTER ON THE SCENE

But then, a new tremendous monster entered the scene: Mr Social Media. Mr Social Media was expert on viral things, you know. If things went bad or well, Mr Social Media was there to tell anybody who was following him. You may think of Mr Salesman’s lies? Well, they went viral at the same moment the button was hit.

When Mr Salesman didn’t get Peoples’ last money, he faded away. It took some years, but now he’s gone. Forever. I promise, he won’t come back.

PROLOGUE

Still, People need value. They need value more than ever. They need help. They need information. They need expertise. They need advise. They need all you Mr Experts out there, by their side!

What are you waiting for? To become a part of the horror fairytale with the sad end? Or write your own successful saga?

 

 

Do you know your sales costs to reach your sales plan?

In an industrial society, sales costs were negligible. Sales was easy to perform when demand was ever-increasing and focus was on how to produce as efficient as possible to meet demand. Now, the paradigm shift is happening with full power where customer is the new king, leading to exploding competition and harder to sell. Not only new competitors through globalization have seen the daylight, but also new methods like e-commerce gain market share at the expense of human based sales forces.

For those organizations that stick with their sales force, sales costs are peaking. The problem is that they just don’t know how to attack them. To decrease cost, companies use the first weapon they see – to fire sales reps. That’s because salary is the only clear choice there are. But at the same time they do, revenues decrease as well.

My standpoint is, firing healthy sales reps is a totally wrong action. Why?

Because the cost of sales salary is minor compared to sales overhead costs. Before, in an industrial society, a product calculation consisted almost only of costs that directly could be connected to a specific product, such as salary for workshop workers and material needed for producing the product. All overhead costs, like the cost for sales, were very small compared with production salaries and direct material costs.

Now, in a post-industrial society, the situation is the reverse. Overhead costs, such as sales costs, are in many cases dominating the product calculation. Many products have over 80% defined just as “overhead costs”.

So, firing a sales rep for the reason of cost is not an efficient way to improve your sales department. To decrease your sales costs, you need to get into those “sales overhead costs” to really understand how to improve.

The challenge is that these overhead sales costs are hidden by a “cost fog” with no or very little transparency. But it shouldn’t be that way. I’m involved in the expertscenario initiative which propose a solution to remove the overhead fog and providing a way for your organization to implement continuous improvements and, finally, be able to attack the massive overhead costs.

sales overhead costs

The initiative, with methods like Post-Industrial Accounting Models and Management Models can be applied to all areas in your company, as well as value chain. Overhead sales costs are just one example. To make this example as clear as possible, the initiative has created an app where you may put in your sales plan – such as target revenue, average order size, no of sales reps, hitrate etc – and simulate your sales costs by the process stages Lead, Appointment and Quote, to fulfill your plan. You may also get into the details for each of the stages, to see how sales costs are distributed on different sales tasks, like meeting time, travel time, quote creation, segment prospect database, sales review etc. Very useful to start changing how to work with things in your sales process.

A certain sales plan gives specified costs not only per process stage, but also updates your product calculation, so are able to see how profitable (or not) your current products are, with sales overhead costs taken into account.

sales costs

The app is not yet launched, but you may get a great feeling how it will be working in a preview.

The app, as well as the models the expertscenario initiative provides, removes uncertainties about what costs that truly affect achievement of your sales plan. In the same perspective, you cannot overlook investments you do within your sales organization either. It may be investments in “soft” refinement such as strategy, process, human resources, CRM etc. Today, most of these investments are accounted upfront – the entire investment the first year – as an overhead lump sum. Instead, the right thing to do would be to spread the investment on several years the investment contribute to the value for the sales organization.

A clear picture of what sales costs you really have is still covered by the overhead fog. Why this is done, I don’t really know, but one clue is the fact that people sometimes don’t like to be measured too much. Better then, thinks leaders, to just spray those costs over entire organization than actually get the picture of what’s working and what’s not.

Believe it or not. It’s soon 2018…and still we are hiding from the scary truth…

The good news is that all I’ve written above is within the framework of GAAP (Generally Accepted Accounting Principles) and the models were already featured in The Hidden Treasure Chests (1993), written by Bert-Olov Bergstrand and Christer Lundgren. The Hidden Treasure Chest has the Swedish Association of Graduates in Business Administration and Economics signature.

 

 

 

Learn from Social Selling to make your e-mails hot

It has happened fast, the shift from using social media in your daily selling. Studies such as this from CEB and Google tells more than one-half of the sales process is gone. Or, more precisely, customers run their buying process at least 57% before they get in touch with a sales rep, in some cases much longer than that.

Conclusion: There’s not much time left to make some impact on your prospects’ decisions.

New social media techniques are therefore essential for your sales success. However, one part of your sales lead production is still left to be traditional, such as sending a prospecting e-mail. It may not be a great part of your sales work and it will definitely be decreasing. But you’d better not ignore it in a foreseeable future.

The challenge is though, partly because of the mentions above, it’s getting harder to create sales leads from traditional methods. So what to do?

Why not turn the knowledge transfer the other way round? Why not learn from recently learned social selling skills and apply those best practise on traditional prospecting as well?

Social selling to e-mail

To do so, you need to define what elements in your social selling that are key to your success and map them to traditional selling tasks. The very best experts in this area is Barbara Giamanco. My own key elements are these five:

  • Curiosity
  • Relevance
  • Value
  • Expertise
  • Ease

Curiosity. Most of us are crazy curious about things we are interested in. You might be interested in discussions in your specific marketplace and what your competitors are doing right now. Social media lets you see what they are discussing and bother about for the moment.

Relevance. In today’s overflow of information you need to be mega relevant when you discuss things. Don’t bother participate in social media discussions or write articles if you’re not relevant.

Value. Only pure customer value counts in social media. Value is measured by the customer, not you.

Expertise. Customers are doing a major part of their buying process without contacting you, but they still need information. They turn to their personal contacts and relevant public information to make their decisions. In social media, it’s easier than ever to be their “personal” contact and provide in depth relevant information.

Ease. In social media you cannot sell. Your only “sale” is a “like”, comment or an accepted invitation on LinkedIn. Easy actions from prospects are connected to a sort of “cost” for them, but it’s affordable low, such as “Yes, I can like this article”, “Well, I should comment on this” or “Fair enough, I can afford to be his friend or contact”.

OK, I will now try to apply my social selling key elements to a traditional prospecting e-mail that turns it from cold to really hot. For some years now I’ve been able to test a method using these social selling key elements in traditional prospecting e-mails with extraordinary results.

In 96% of the cases I’ve got contact and a booked meeting with the right people, access to the decision maker and a list of people that have an impact on my sale.

My method uses both phone and e-mail, and requires three prerequisites:

  1. Cell phone number to the most top manager you can get
  2. E-mail address to the same
  3. At least one success story this top manager can relate to (a competitor to his business is ultimate)

Prepare a short manuscript for leaving a short voicemail (because he will likely not answer your call) to the top manager when you call. Don’t forget to finish with: “…I will also send you an e-mail summarizing what I’ve said for your convenience”. This is just a heads-up when the e-mail arrives and connects to your first sentence in your e-mail.

Now it’s time to compose the e-mail.

Subject line. The only purpose of the subject line is to make the top manager to open your e-mail and should consist of two things and in this order: Relevance + Curiosity. The part of the subject line “Heat Exchangers” makes Relevance (if e-mail sent to top manager in a industrial construction company) and the part “Competitor X” stimulates Curiosity (“what have they done that makes relevance to us…?”).

Example: Heat Exchangers to Competitor X

First sentences in Body. The first sentences in the body will do two things; connect to your voicemail and pitch Value. These first sentences are maybe the only few the top manager will read, so plan your words very carefully. The sentences have to be short and describe the value generally so the top manager easily can understand it. The value has to be relevant to his role, challenges he may struggle with and in words such as money, bottom line, etc.

Example: “I was trying to reach you earlier today but didn’t succeed, so here’s a short summary of my voicemail. As you certainly are aware of, the Challenge B has become a major concern to companies in your industry. As I mentioned in my voicemail, we’ve been working together with Competitor X and by implementing our heat exchangers with our unique feature Y, Competitor X has decreased their total cost by 20% and improved their bottom line with more than 15%. I would like to discuss with you how we’ve been able to achieve these improvements related to your specific business environment”.

Middle body. This part has to be written pretty complex. The reason is that when the top manager starts to read it, he may understand what it is about, but need to involve expertise to determine if it’s interesting enough to spend time on. What will he do?

Yes, of course the top manager will distribute the e-mail to whom it belongs to. And this is exactly what you want!

You want other people impacting your case to be engaged. Also, when anybody later on get in touch with you it might be by forwarding your own e-mail message. If so, you can just scroll down and see all relevant names by reading cc:s etc.

The body should further explain what you’ve done at Competitor X and what more value they’ve got by implementing your solution. You have to show your deep expertise. But please note, I don’t encourage you to reveal competitors’ business critical details and break non-disclosure agreements. Your text in the body should therefore consist of industry details that the internal experts or department managers can relate to and judge to be true and credible, without having you to reveal secrets.

Communication should be in context of “from one expert to another”. This part of your e-mail has to win those experts’ hearts. They don’t easily change their minds investing in new partners or technology, because they’re not embracing change and are definitely prioritizing low risk above most other things. But they also are pragmatists and may be convinced by market leaders. That’s reminds me of the most excellent book in marketing strategy I know, Crossing the Chasm by Geoffrey A Moore. It tells the higher relevance you have to their needs and greater market leadership you may prove, the higher chance you’ll get. Maybe you’re not the well-known market leader, but nobody says how tiny markets should be defined…

Finish. The finish will call for action, but in bite size. It really should be “at no cost” to further engage with you. That makes the Ease for them to engage. “Why not, a meeting with this guy only cost us the time of one hour…?”

Example: “I’d like to schedule a one hour meeting at your premises, anytime that fits your schedules and of course entirely unconditionally, where I may further explain what we’ve done for Competitor X and other companies in your industry”. You see, you conclude your message with curiosity as well to improve your snakebite rate…

Now you have to wait. Don’t disturb the process for a while by calling them too early to follow up. My experience is that a minimum “radio silence” of three weeks are necessary for their process to execute. Think about it; there are lots of things you may have set in motion on the prospect’s side: e-mails that have to be forwarded, internal discussions, meetings etc.

So just wait. Your social selling boosted e-mail is hopefully just getting hotter than ever.

 

 

Get 100% Prospecting Response. How?

This post is also available on the Blog Radio.

Every sales rep is looking for maximal response on his actions taken. But much of his actions leaks out with no revenue. The result is higher sales costs per time unit and a lot bad buzz and frustration among sales people, stressing around trying to reaching quota by using quantity measures instead of quality in actions.

Wouldn’t it be relaxing if you know that every action you take will lead to a certain goal? What would such actions be? Is there some sort of best practise?

I’m not sure if there is a sort of best practise. However, I’ve been using a technique that works every time with perfect results. But it’s like walking on the tightrope; if you do one detail wrong you will fall hard.

Tightrope

Some requirements are needed, but surprisingly few:

  • Cell phone and e-mail address to the prospect’s highest level top manager
  • At least one great success story describing a competitor to the prospect

See, it’s not much. If you don’t have sold exactly the same product or service to the prospect’s competitor, it’s not a big problem, but it will be a little easier later on. The important is, however, that you’ve sold anything to the competitor.

But maybe you say: “it’s a lot of work to get the cell phone and e-mail to a CEO…”. Well, it depends on how you see it. Is it better to waste a hell lot of more hours spent on actions that not lead to anything more than nothing, so go ahead…

OK, so you got the cell and e-mail? Good, now why. Here’s a common misunderstanding. That the CEO will answer when you call or reply to your e-mail. He will not. And why should you then spend much energy search for his number or e-mail? I’ll try to explain.

First of all, prepare a pretty detailed e-mail – but don’t sent it yet! Everything has to be in the exactly right order as I tell you!

The subject have to include your competitor’s name. This is really important, don’t miss that. The body text in the e-mail should in detail describe what you’ve been doing at the competitor’s side and the positive impacts they have got thanks to your solution. Write the text as it was targeted to the business user of your prospect. If you sell CRM systems, the detailed body text should be written for a sales manager, not the CEO. If you sell heat exchangers for industries, the text may be targeted to a maintenance manager. It’s important that the text describes advantages that helps that type of business user.

When you’re ready, save the e-mail (still do not send!). Now it’s time for preparing the phone call. Prepare it for a voice mail situation, because the CEO will not answer when you call. He’s too busy.

The phone call voice mail have to be informative. Not only who’s calling, your number and please call back. Remember, so far you’re a complete stranger to the CEO. You have to present what your reason is for contacting him and – for God’s sake – don’t forget to mention your competitor’s name! It’s also important to end with the phrase: “…to sum up, I will also put together an e-mail for you”. That will legitimates to send it and also, even if the CEO has thousands items in his inbox, in some sense makes him aware that “I haven’t got to remember all of what this stranger might say right now”. He will also have the feeling it’s so much info in your voice mail – and his competitor is mentioned – that he definitely will keep an eye on his inbox.

Easiest is to simply write down on paper what you’re intending to say, so you’re not having a black-out when it comes to “…please leave a message after the beep”.

So, after you’ve prepared the e-mail and the voice mail, it’s time for action. Pick up your phone and call the CEO, have your prepared voice mail text available. In 99% of the cases, the CEO will not answer, but if he against all odds does, don’t be afraid: You’re well prepared to say your message.

When the voice mail is recorded, don’t wait to send your prepared e-mail to the CEO.

But then you have to wait. My experience says about 2-3 weeks before any response. This is opposite to all other sales techniques that require pretty immediately contact. But I’m sure you have to wait much longer. Why?

Because this will happen: The CEO scans his unread e-mails, typically at least once a day. He reads the subject line only and most of the e-mails he just leave as unread or moves to trash. But when he comes to your e-mail it’s different. He stops because he read his competitor’s name in the subject line, which causes him to open the e-mail of two reasons; he is – as everybody else – curious and he is afraid to miss anything about his marketplace that would cause him to be left behind in the business race. He feels it’s worth the price to read your e-mail.

Since the e-mail is not written for him – it was written for the business user  – he may think the e-mail is too complex to understand or he will understand, but sees instant action is required. Both cases are good for you.

So. The CEO hasn’t got time to act himself, but he thinks it has to take action upon. The e-mail is therefore forwarded to the business user, sometimes with c/c to several more people in the CEO’s management team. Count on that you will be contacted within some weeks by the business user or somebody else in this group.

Congrats! Your topic is brought to awareness in the entire management team, the further contacts with your prospect is supported from the highest level and your name is presented to all of the people you need to talk getting your deal closer.

And now. Your real sales work can be started.

Passion Makes Excellence In Sales, Too

Did you know one of the most successful songwriters and producers is Max Martin, the man behind numerous hits by Taylor Swift, Maroon 5, Kelly Clarkson, Pink, Backstreet Boys (yes, I’m really so old…) and incredible twenty-one No 1 on the Billboard list?

What is his burning flame? What are his key success factors? If we can define them, may we translate them to a sales environment as well?

Passion in heart

Let’s give it a try.

Definition No 1. Learning the craftmanship.

Recently I read an interview with Max Martin in the swedish newspaper DI Weekend (interview is in swedish) by Jan Gradvall. Max Martin invited passionated young people to his studio to “get the right feeling” for years. The “pupil’s” work tasks included making coffee and other basic alternative boring tasks, not connected to music at all. But they consumed the atmosphere, the culture in the studio. They learned the details the hard way by just being there. Why would talented producer wannabes spend that enormous amount of time just making coffee? One reason is of course the fantastic opportunity to meet famous pop stars. Wouldn’t it feel nice serving a cup of coffee to  Bon Jovi ? But that’s not my point. To produce a song going to the top of the Billboard list, it requires craftmanship.

In sales, the craftmanship will start being a sales or marketing assistant to senior sales pros or learn from them by listening or reading their books.

Definition No 2. The fuel is Passion.

To learn to be a craftman it takes years – and blood, sweat and tears. If you like to be a famous producer, being in an environment like Max Martin Studio would be the perfect place learning perfection. To cope with daily coffee making I believe you have to have a lot passion for music. The passion is the fuel you will be putting into it, it’s your investment in your education.

What is passion in sales? Of course, it’s the love of talking to prospects and customers, but I think of it on a little higher level. It’s the every-day moments in your life. If you choose a crime novel before you go to bed in the night instead of a sales book by Dave Stein, you probably haven’t got the sales passion. But if the shoe size of your prospect’s CEO does matter to you, you’re on the right level. If you are taking classes in your spare time (instead of watching a movie or playing softball) to learn more about the prospect’s business environment, you are on track having sufficiently high content of passion in your blood.

Because there are no short cuts creating perfection. And you will need perfection to exist in a never ending increase of competition.

Take care / Stefan