Often times highly analytical people and companies over think data and decisions when what is needed is less speculation and more action. In the world of big sales, I am surprised at the frequency a hunt team will debate the meaning of a call or email instead of calling and asking. You are at risk if:

  • You have had two or more internal meetings on a stuck prospect and still don’t have a course of action
  • Sales leader has sent team members back more than once for key information
  • You are in an “if-then” conditional scenario discussion trying to plan your next move
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1.   If it walks like a duck… – My biggest troubles have come when I did not listen to my intuition. Listen to your gut.

2.   Information is the coin of the realm – Figure out the single thing you need to know to move one step forward. You are not getting everything you need for a final decision, so get one thing more to at least make progress.

3.   Connect with someoneor someone else – Chances are you have tapped your Executive Sponsor. Have you tapped anyone else? If you don’t get new information, you will re-chew old data and make no progress.

Strategy can only take you so far…eventually you have to act.

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