I have this term for deals I call the precious few. These are the precious few deals that will close in your unit of time, your quarter, your month, your year.

And if you can tell which ones are those precious few

and focus more energy, not all, just more energy on them. You can be really great and successful in

sales. But the challenge is, how do we know who and which are the precious few. Well, that's a skill. It's a judgment call. It's

pattern matching. Some people think it only comes from experience.

Well, how do you get that experience? You do it.

You do it with other people. You borrow or hijack other people's judgment pattern matching skills, analytical skills,

because if you can tell which deals are likely, most likely, to close the precious few, then you know

what to focus on.

See today what everyone's trying to do is make up for skill with volume and it's not

working. Yes it works for people where there's already great product market fit. Great need, great demand, already been built. Works there.

Congratulations. You and I are not there.

You and I are over in the place where we have to create it.

Where we have to build it up over time.

We start conversations, we get meetings, we learn how deals play out and

how to guide them, not control them in a controlling sense but guide them. And this is what we're going to be talking

about today because this is a skill. Everyone has it to some level, good bad or indifferent, but if you become great at it, then all of a sudden

the leverage of your time and your energy is maximized. Today it's spread way too thin and we're not going deep and

broad enough with the precious few. We're trying to let the precious few do as they wish.

And guess what happens?

The precious few don't close.

They go somewhere else or they push it off.

...