The typical sales person cannot tell you what it takes to make a sale happen.

If you ask them to define their sales process half will tilt their heads like my white lab, Decker, when my son’s playing his trombone…25% will say they “bond and ask open-ended questions” and 20% will just ramble aimlessly, tell a joke and offer to buy you a shot of whiskey and compare Fantasy Football rosters.

The 5% that have learned to codify and systematize and automate their sales processes are the ones making all the money.

It all starts with putting the science into the art of selling. (And don’t try to BS me into believing “sales people are born not made!” because I hate choking on my Coke and making the fizz come out of my nose. It burns and makes my eyes water.)

Shakespeare seemed to make some beautiful pieces within the confines of the sonnet structure. You can do the same with your selling process but you first must look deep and think deeper.

There are precise, exact reasons you can and do win and lose sales. So do the things that win sales and avoid the things that lose sales.

This is the beginning of not only your salesforce automation but your life. Because as soon as you stop working in your business and start working on your business you can raise your prices, work only with people you like, get home in time for dinner and relax.

Marketing automation and salesforce automation go hand in hand. The sooner you learn both the sooner you’ll meet and surpass your business goals.