What's in a while you speak with a great sales leader and it becomes very

obvious why they're so successful at being a sales leader and it's usually the

opposite of what I hear on other podcasts, webinars, LinkedIn posts where

they're talking about metrics and diagnosing things using data. People use

data because they don't want to talk with other people. And this is one of the

issues we get into today where a great sales leader has a great vantage point

meaning that let's say they have 10 reps. They get to see 10 times the deals

that an individual rep gets to see. They start to see patterns. Patterns that

individual reps may not see for months or years. And this is the vantage point

that a great sales leader should leverage with their team because when you put

the aggregate of all 10 together, magic starts to happen. I'm not talking about

selling as a team. I'm talking about sharing experiences, sharing deals, good

ones, bad ones. What are the companies that best match what we do? What are the

ones that look like they do? Feel like they do. But end up falling apart and just

being an enormous time sink. And this is the difference between really A and B

players because let's face it. Look at a quarter of a month. Look at your

calendar. Look at how you spent that time. Where you spent it? I mean on deals. And

then reflect how many of those deals either have closed or have a high likelihood

of closing. If you like most people, it's less than half. That means we're wasting

half of our time. And that's kind of a harsh way of looking at it. But what if we

applied that 50% of our time to deals that are more likely to close or nurture the

deals that are going to take more time and understand that upfront instead of

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