Confucius said “The person who chases 2 rabbits, catches neither”. This is so applicable to sales and sales leadership – are you & your team guilty of chasing too many rabbits at once? Perhaps it is pressure from senior executives to deliver the numbers in the short term that can lead to this behaviour. And we can get caught up in the busyness of chasing that we end up burning energy for not much return.

Intuitively we know that focused action and attention on the right customer can deliver results, and yet, we have probably all been guilty of chasing multiple opportunities at once, hoping that we will hit the jackpot. In this episode, I unpack 10 principles to help you be more focused, and lead to better conversions.