You know what no one's talking about ever is lost income. Our income as

salespeople. What's lost income? Lost income is the amount of income that you would have gotten if you were winning the winnable

deals. The deals that you're already working on but they slip, they stall, they get reduced they start over

oh boy and you may look at that as just a delay of income

but it's really a loss because now we have to spend more time on them, which

means we can't spend more time on new income deals.

Some people call this opportunity cost, but that's too abstract.

When you call it lost income, we connect with it. And this is one of the things we're going to be talking about today in this

interview, but how do you reduce that lost income and maximize your income? That's what we're all about in sales. It's not just

focus and prioritization. Too many people just try and have more and more pipeline, more and more distractions from

the winnable deals. If we have winnable deals right now in front of us do we know how to win them or are we

servicing them jumping to help them but they don't know what they're doing and

if we don't know what they're doing.

And if we don't know what we're doing, we've got two people who don't know what we're doing.

What's the likelihood of this working out?

No wonder.

It's like 80% of forecasted deals don't close in the same time frame that they're

forecasted for.

Okay, I'll get it next quarter, but next quarter comes and goes.

Maybe next quarter, maybe next quarter.

Oh, wait a second, they bought as little as possible.

This used to frustrate the crap out of me because you start the quarter and I notice the

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