With all that's going on, staying focused in Sales is a real challenge.  It's affected every business globally, whether that be positively or negatively.  Some have had significant challenges due to being overloaded with orders/work, but for many, surviving has been difficult.So how do we as sales people remain motivated, focused and make the best use of our time?Janice shares her wisdom with me covering areas such as customer success, strategic selling and how the buyers have become smart to the shortcuts salespeople try to make to get the sale.We also talking about how it can also be healthy to cull your client bank of customers that demand the earth but pay very little.  Low Revenue / High Need - lowest 10-20% of your client baseReasonable Revenue / Low Need - Sweet spotHigh Revenue / High Need - Top 10-20% of your client baseA key take away for me is about ensuring your end-to-end customer experience is solid and that each business unit contributes and understands their part.Janice's Book'sEssential Business by Janice B Gordon :-)The Chimp Paradox by Prof Steve PetersRebel Ideas by Matthew Syed

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