I attended a meeting with a prospect some years ago. I arrived at her office with very little time to spare (because I had not planned my journey or the time it would take) and spent a few rushed minutes in the car preparing an agenda (which I should have sent in advance). When I did meet the prospect, I had not planned any of my questions and so failed to drive the meeting in the way that I needed. I did not get the business!
I also remember managing a sales team in which I had two very different individuals. One spoke to lots of prospects, submitted lots of proposals and won a good deal of business. He succeeded through working ...
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