Winning in sales isn’t about having MORE prospects.

It’s about being more effective with the prospects you ALREADY have.

Here’s a short story to explain what I mean:

I was on a call with a client last week, let’s say his name was David.

David asked if I thought it would be a good idea for him to start running Facebook Ads.

I told him no.

He already has a full pipeline of leads from LinkedIn and hasn’t been closing a large amount of new business.

You see, David’s REALITY makes him THINK he needs to talk to more prospects to find the “right” ones.

But MY reality makes me believe that David doesn’t have a great sales process.

The lack of closing calls shows that his sales process is weak.

And since his sales process is weak, he isn’t closing a ton of new business.

David needs to prepare better for introduction calls BEFORE finding more people to talk to.

He doesn’t have a lack of leads problem. He has a lack of quality problem.

Quality > Quantity