sales process improvement

When a Steely Dan tune came on the radio, it got me thinking about how they tried to be all things to all people — jazz chords, pure rock, easy listening — and ended up respected by no one. Same fate hit George Benson and Al Jarreau when they crossed over.
One year after my quadruple bypass left me scarred for life, I realized sales has the exact same scars: chasing the wrong-size deals out of ego, staring at an empty pipeline, over-facilitating prospects, and misalignment with the real decision maker.
Get properly scarred for life and those painful mistakes will never happen again.