Sales zero to hero and back again!
Dave Bromley is so typical of how many of us react when we win a big deal.
Winning a big deal is brilliant.
It's also dangerous.
Especially when winning that deal takes the pressure off. The mind will subconsciously allow you to take your foot off the accelerator, ease back and enjoy the success.
Then in the blink of an eye eight weeks have gone by, no activity has been happening, the glory of the deal is long forgotten and another huge hole is starting to open up in the pipeline.
Boom - Dave's under pressure yet again.
Don't fall victim - Step up when you're winning, not when you're desperate.