I guess the question I keep asking myself is how many more will I measure myself by? Will it be two, ten or twenty? Frak twenty quarters would be another 5 years and I'm not sure if I have that in me.
Each and ever new quarter gives me a chance to refocus on many of the opportunities that didn't pan out. It's kind of like having a fresh start to re-engage those lagging or drawn out opportunities. I've learned that opportunities never just go away, they are either one or lost.
Eight Years
In particular one recent net new win from two weeks ago was eight years in the making. That's from first contact to a closed order. Eight years is a long time, what's even longer is when you lose two times and the process starts all over again.
Many reps will give up after the first loss and move on, those that stuck around and lost the second time will have packed their bags. However for those of that understand relationships we know that they are not built in days or months. They are build in years.
Two Years & Counting
I have another opportunity that I've been tracking for two years. During the last two quarters I've had hints that the next quarter will be the quarter that the $250K order comes to close. The larger the opportunity in our business means the more time and resources that are needed to bring the opportunity to fruition. Thus the start of the every new quarter gives you are renewed vigor that this will be the quarter. Sometimes all you need is patience and good things will come.
Sales
Today I had a chat with a good friend of mine about sales and opportunities. My friend is coming off one of his best quarters every for his business. I stated you know what this mean right? I then followed up with "as long as we work had we never know what the tomorrows will bring us".
In a short six months most of us will be ending our 2023 sales campaign. With two quarters in the books, many of us will think about what's needed to make the next two quarters as good as the last two.
If a new rep was to ask me that question about what's needed my only answer is that you need to work smart, work hard and out work your competitors.
-=Good Selling=-
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