Success Often Requires a “Plan B”

If you’re familiar with any of my work you know I’m big on advocating for salespeople to perform pre-call preparation before every sales appointment. Today I want to go one step further and discuss crafting a backup plan, because circumstances often change. Football...

A “Plan B” Strategy is Crucial

Football quarterbacks are always prepared with an “audible,” every time they approach the line of scrimmage, when they see a change in the defense that spoils the play they called in the huddle. And I don’t know anybody that hasn’t heard the Robert Burns’ poem line...

Always Have a “Plan B” Strategy

If you’re familiar with any of my work you know I’m big on advocating for salespeople to perform pre-call preparation before every sales appointment. Today I want to go one step further and discuss crafting a backup plan, because circumstances often change. Football...