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Guest post by: Dave Kurlan Become an Author

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Our son wrote a book today. He illlustrated it too. No big deal? He just turned 7. He loves to read and apparently, he must have felt that there weren't enough new books arriving in his room so he decided to create a Pokeman book to read instead.

I can't wait until he's old enough to sell something because this behavior translates! When there aren't enough new leads coming in he will simply create his own.

Don't you wish all of your salespeople made it that simple?

Don't you wish all of your salespeople understood the urgency of new opportunities?

Don't you wish all of your salespeople would simply generate their own without giving it a second thought?

Don't you wish they would do that without you having to set expectations for them, without having to tell them how many, show them how, remind them, remind them again, tell them you're not happy, remind them again, show them how again, reset expectations, make calls with them, coach them, remind them again, reprimand them, etc.?

Wouldn't it be nice if all of your salespeople simply made it their number one priority to find the opportunities required to keep their pipeline stuffed with quality opportunities?

If they had a stuffed pipeline, would the deals that have been put on hold due to spending freezes be such a huge disappointment? No way. Those delayed deals are only big disappointments when there aren't enough opportunities in the pipeline to make up for them.

It really is simple. It's like the 70's again. Just roll your own.

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