Life’s easier when your agency has a strong sales pipeline. For instance, a coaching client came to me describing her agency’s cycle of “feast-or-famine” on business development.
She said she was happy when she had lots of sales opportunities, and anxious when she had few opportunities.
I said that sounded like she was describing an addiction. She agreed, saying it’s like having a “pile of crack.” I asked her to elaborate.
She said, “When you have a big pile of crack in front of you, you’re happy and everything’s great. But when it’s a small pile of crack, you feel desperate and you start making bad decisions.” [Read more…]