One day earlier in my career I was having a bad selling day. I was working for an IBM Baxter company called IBAX. We competed with EPIC, Cerner, McKesson. I lost a deal that I had worked on for 18 months. Long term selling cycle. Selling hospital information systems worth upwards of $5M+. You had to be patient along with never taking your eye off the ball. I should have won the deal but I was not willing to do the uncomfortable. There is a saying that I have in my office. "You cannot find what you do not seek. You cannot grasp when you do not reach. Your dreams won't come up to your front door. You have got to take a leap, if you want to soar." I was not soaring, I was coasting. Doing just what I needed to to get by. Well losing a $40k commission made me do a self assessment. The answer was to turn up the volume. Selling requires 100%+ dedication to processes that work. I realize that I could not skate by and become the best selling executive in the nation. Time to do the uncomfortable. Slow down, strategize, cold call for leads. Oh how I hated to prospect. I needed to cover all my bases. I decided to learn Miller Heiman blue sheets and work the hell out of my opportunities. That is tough work. Invest in the process and watch the returns. Get up early, take care of myself, full body, mind, spirit. Follow up with all my prospects on a daily basis. Dig into the weeds and cover all the bases so that I win every deal I enter into. I started working around the clock. I was kickin it man. Every part of selling for me is not fun but I realized that when I lost that deal I got exactly what I put into it. I am a true believer that what I put out is what is coming back. My efforts are ferocious and herculean at times but that is what it takes to be the best sales executive in the nation. Are you doing the maximum to succeed? Are you going outside the comfort zone and doing the uncomfortable? It is hard work, not all fun but the results lead to a large bank account. Strategic, disciplined selling leads to success and for me success has its rewards.
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