Sales theory is all well and good.

Sales theory is all well and good.

But this is more fun and productive ...

Step 1: Identify a high-value, high-payoff client development activity.

eg. You want better sales meetings, so experiment with:
-- Building rapport and trust.
-- Talking while sketching out a 2x2 framework.
-- Asking provocative questions (with precision).
-- Explaining your point-of-view clearly.
-- Giving other people attention and listening.

Each of these can form a separate experiment.

Step 2: Prioritise this practice and spend time on it every day for a week. If necessary work with an accountability partner.

Step 3: Notice what happens, journal it, and report back.

Experiments are free, effective, learning.

Huge upside. very little downside.