By the time you need to have nurtured your dream client and earned the right to compete for their business, it’s too late to start nurturing. By the time you recognize the need to create value before claiming it, nurturing can’t help you.
By the time your pipeline is too poor to produce the results you need, it’s too late to do anything about it. By the time you recognize that you need to prospect, prospecting can’t help you.
By the time you needed to have gained a serious understanding of your clients business to build a solution, it’s too late to glean the insights that would have allowed you to build the right solution. By the time you present, it’s too late to look for insights.
By the time you need to have built consensus around you and your solution, it’s too late to garner the votes you need. By the time you need the votes, asking for the votes can’t help you.
By the time you are negotiating over price, it’s too late to start creating value. By the time you decided to push back on value, it’s too late to start establishing it. You needed to agree on the value created before that point.
The natural laws on the universe are always on display and at work in sales. You can’t reap what you haven’t sown. There’s no playing catch up. It’s too little too late. Don’t put off until tomorrow what you need to do today.
Today is yesterday’s tomorrow. If you did the work you should have done yesterday, that worked out fine for you. But if you didn’t, there’s a high price to pay.
Subscribe to my weekly podcast In the Arena.