To win the Daytona 500 is one stop on the quest for auto racing greatness. To win takes more than just going fast. It requires a carefully crafted plan to drive in the victory lane. Yet I see more and more salespeople who remind me of the losing drivers—just fast and furious, going round and round in circles or hitting a wall. They don’t realize that their lack of a plan is costing them the race. Or more precisely, ad sales deal after ad sales deal.
Let’s use the acronym D.R.I.V.E. to focus in on a potential plan for sales success: [Read more…]