The Fundamental Playbook

We seek to become better sales professionals. We love our customers. We want to deliver required outcomes and appropriate experiences to make them successful. And the only constant is change. So everyday we focus on two words to achieve this goal: No surprises. 
“I wasn't real quick, and I wasn't real strong... so I beat them with my mind and my fundamentals.” ― Larry Bird
Never sell alone
Let me start by issuing you a challenge: become better than you are now. Set a goal that seems unattainable and when you reach it, set another one higher. The secret to achieving this goal is always the team. Winning as a team is impressive. Winning as a team is memorable.
Believe
Sales is the transfer of enthusiasm from one person to another. Be assumptive. Smile. Breathe. Know your power. Let them hear it. Act as if we’re a big deal. Share excitement for a larger vision. 
Get close to believers

Find our believers: the innovators, the early adopters, the committed ones. The ones who depend on us. Learn their excitement. Learn their stories. Make friends. Be fierce champions of our believers.
Get prepared
Winning starts with unspectacular preparation for our next sales call. Always prepare an agenda. Always prepare your next steps. Always know your buyers. Know where they are in their buying process. Always know the next steps you want them to take.
"The key is not the will to win. Everybody has that. It's the will to prepare to win that is important."
― Bobby Knight, Indiana Hoosiers Basketball Coach 
Get curious
Hope is not a strategy. Our strategy is curiosity. So learn more things. Reach more people. Ask more questions. Be genuine. Be mature. Be candid. Be direct. Always get curious.
Get humble
We are understanding. We are flexible. We adapt to the situation. We are open to the ideas of others. We embrace the suck. There is always something new to learn. We learn by getting humble and keeping it. Nobody stands taller than those willing to stand corrected. 
Legs feed the wolf
A million dollar dream deserves a million dollar work ethic. Our job is to be on the phone with our customers. When we’re on the phone, we give ourselves options. We build relationships. We discover things. And video calls are better! More than 3 hours of call time, every day.  
"The legs feed the wolf, gentlemen." ― Herb Brooks, U.S. Olympic Hockey Coach  
Fill the gaps
Every customer is an opportunity. Either we have a plan to win each opportunity, or we're losing deals. The gaps in our opportunity plans teach us the vital questions. Ordinary sellers can't find them. Good ones avoid them. We run towards the gaps, and we fill them. This is our superpower.
No small deals, only small minds
Big deals require trust. Doing deals creates trust. Every deal builds credibility. So earn the right. Do more deals, and we’ll keep more customers. Do more deals, and we'll get to know our customers. Do more deals and we'll get to do bigger ones. No such thing as a small deal. 
"It's the little details that are vital. Little things make big things happen." - John Wooden, Basketball Coach 
Players make plays
We do things others won't. We do things others can’t. We set unreasonable goals. We do not quit. We outdo ourselves. We know we will win. We do the deals that change the game.  
Climb the Mountain