CHAPTER 13
Generating Luck in Tough Times
The Roman philosopher Seneca said, “Luck is what happens when preparation meets opportunity.” Think of how lucky some sellers get in tough times. These sellers seemingly manufacture opportunities out of thin air. They find ways to crush their quota, while other sellers struggle mightily. Some of these sellers attribute their performance to luck, but their luck stems from preparation and finding opportunities.
In working with world-class sales organizations and their best salespeople, I’ve noticed a common thread—and it’s not luck. The common thread is activity and preparedness. When sellers struggle, it’s because they are missing one or both of these common threads. If you’re not putting in the effort, ...
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