Why do more than one thing at the same time? We walk, we play with our phone or we listen to a podcast.

It's kind of innate, isn't it? We enjoy being distracted. But what's sales? Sales is just the

opposite. Sales is all about focus, intensity. The answers. You don't find the answers by being distracted. You never find the answers when you're distracted. You find them when you're deeply focused on something.

And this is one of the topics we're talking about in this interview today because being

highly focused, looking at your time as a scarce resource, and it is. We don't pay attention to it much, we only look at

the deadline, and we tend to procrastinate until that deadline becomes looming and we tend to hope for the best.

And what is the biggest distraction in the world today.

Instagram, no, no. It is activity.

And this is what a lot of managers don't understand.

With this activity-based selling, yes, everyone feels

like they're accomplishing something, but are they? It depends, of course, on your sale.

You know, how many meetings can you take a day?

It may depend on your personality.

But how many of them are qualified? how many of them are qualified?

How many of them match your ideal customer profile?

How many of them have anything more than curiosity. I saw an interesting post this week

on LinkedIn that kind of told me a lot about the state of sales today.

There was a couple because one was popular then everyone kind of copies it.

And the point was, why don't prospects just tell us when they're not interested?

Okay, so this is a two-sided misconception about sales.

First is we're not in the service interest business.

If you get that, congratulations.

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