--- title: 5 Shortcuts for Salespeople | The Sales Blog description: Here are 5 shortcuts for salespeople. Fast is slow. Slow is fast. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_189068957.jpg --- ### [Now booking SKO meetings for 2026/27! 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If you want—or need—faster sales results, the first thing you need to do is spend most of your time [prospecting](https://www.thesalesblog.com/blog/never-stop-prospecting-ever). Nothing produces more opportunities than time spent trying to produce more opportunities. You can make 1,000 calls over the next year, or you can make 1,000 calls over the next ten days. 2. **Trade face-to-face meetings for phone calls and phone calls for email**. You can get more done in a [face-to-face](https://www.thesalesblog.com/blog/trading-up) meeting than you can over the telephone. You can get more done over the phone than you can over an email (or 100 emails). You can take time trying to connect and going back and forth electronically, or you can get face-to-face and get things done now. 3. **Target and nurture your dream clients**. You can call on everyone in your territory, searching for someone receptive enough to meet with you. Or you can carefully and meticulously choose a set of targets for whom you can create massive value. You can nurture those dream clients with value creating ideas, establishing yourself as a great potential partner now. Targeting and nurturing  is faster than sporadic, aimless prospecting. 4. **Spend more time with your dream clients**. The more time you spend on site with your dream client contacts and all of their stakeholders, the faster you will develop the relationships you need. Spending more time with your prospective clients also speeds up their development of a preference for you as a partner. You can try to develop relationships [without putting in the time](https://www.thesalesblog.com/blog/cramming-your-prospecting-work-is-spinning-your-wheels), or you can show up. 5. **Sell your process and the commitments you need**. Your buyer believes they have a process for buying. But following their process doesn’t take into account all the commitments they will need to make for you to do your best work in helping them. You can follow their process and end up with a loss or a no-decision, or you can [sell your process](https://www.thesalesblog.com/blog/choosing-your-sales-process-instead-of-the-buyers-process) and the commitments you need. Fast is slow. Slow is fast. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2015](https://www.thesalesblog.com/blog/tag/2015) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on June 23, 2015 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-02-09T4:27:29 AM", "datePublished" : "2015-06-23 08:33:11", "description" : "Here are 5 shortcuts for salespeople. Fast is slow. 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