5. Always be learning. Analyze why you lost deals, and also why you won. Where was the winning point? Who did you convince? How? 6. Target the right quality and quantity. If you are in a big market, make sure you use your time wisely. For example, it can be better to spend five minutes on initial calls, thus reaching more potential clients than preparing each call for 30 minutes and reaching no one. Be clear what your objectives are at each sales stage, and then trust the numbers. In early sales stages, quantity equates to quality. 62