We often think that every deal is unique, a totally independent, precious little thing.

And part of it is a small part of it, but most of it is really just a pattern.

It looks similar, not identical, but similar to a lot of other deals.

And what if we could take all these labor that we do all day

and not only make it reusable, but make it a little bit better each time.

Several years ago, probably about 10 years ago, I kind of coined the term compound selling. And the idea was instead of starting each deal like this unique

adventure, why not leverage what we've learned already? And let's think, think about it. How many

demos do you do? How many first calls? How many discovery calls? How many status calls? how many uh, status calls, how many

negotiations

and working around these typical objections.

Don't you start to notice a pattern? And what if we started taking both a

preventative mindset but also a compounding mindset.

Each client tends to want pretty similar things,

not identical, but similar. And what if we kept track of that and could

anticipate that and build that into our process instead of what we're doing

today where we're just focusing on activity.

And the mistake that managers make with the activity-based selling model is that they assume that the sales rep is performing

at an A-level. They also make the other assumption that the client, that their prospect, that they're doing it with is an

A-level prospect. Rarely are both of those assumptions true? Or the manager just wants the rep to be busy with the

hope that they find something. And in B to B that's not a great strategy.

Because today, interest finds us.

The old model of prospecting has kind of been replaced by Google and word of mouth because when

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