Yet all too often, things don’t quite work out as planned and sales come in slower than everyone projected. The tension rises. Marketing and Sales start pointing fingers, blaming each other for lackluster results.

Sound familiar? I can’t tell you how many times I’ve seen this happen in my years as a consultant. Lots of factors are involved, but today we’re going to look at one that salespeople have total control over.

Recently I worked with a company who had just introduced a new technology product. It was way ahead of competition and had a strong value proposition. I spent a day out in field with one of their salespeople to get a better understanding of their sales process.

He was a real nice guy. He’d been with company for thirteen years and always done a decent job. We had an appointment with a good prospect - someone he had called on before, but never done business with. The sales rep’s plan was to leverage this meeting into a full-blown needs analysis.

Everything started out fine, but within 10 minutes he was heading into deep trouble. It all started when he mentioned his excitement with their new product. The buyer asked some techie questions that sales rep understood. They talked some more. Then, buyer asked near-fatal question, “Do you have a brochure?”

Now you’re probably thinking that’s a good sign - that this guy was interested and sales rep was doing a great job. Well, that’s just what sales rep thought too.

He quickly pulled one from his briefcase and laid it on desk between them. The buyer leaned forward and started reading. “Can it do this?” he asked, referring to a specific capability. “How about that? What speed? How does it connect?” The barrage of questions continued for what seemed like an eternity to me.

Now, Fun Part. It is nigh time to find a way to take all buck out of this bucking bronco we call internet. I mean take all gamble out of it!! This bronco is waiting to hand over to you all true riches of life.........and obtain whatever you want... money, health, love, recognition, prestige.

Let's Recap.

You have put up snazziest looking website this side of heaven; you have suffered through all expenses of designing site; finding a hosting company; selecting slickest domain name that any dot com company on internet would be proud of. And what's happening? CROWDS of people are not showing up to your website.

That's a Problem! What's Solution?

You may not realize this, but, very little separates you from success you desire. A whole lot less than what you think. Most of people, who have achieved greatness, did so not because they had a head full of smarts, but because they found inner power within them to go for gusto. And, same spot at top of ladder is waiting for you too.

You want to know why? Because there is ALWAYS room at top. Too many people don't want to go there. They are satisfied to stay right where they're at.

Ask yourself this question. How successful are you right now? Don't answer that. No, I'm kidding. I guarantee you, whatever level of success you have achieved so far is more tied to your attitude than your aptitude. Success on internet or any other playing field can be narrowed down to a systematic formula that never fails.

Desire is Beginning!

Listen, there is magic in desire. There is hope, there is fire, and it's fuel that drives us human beings to achieve greatness.

Let me give you a story to make a point. This is cute. During depression of 1930's there were a lot of families starving. No, that's not cute, just hang with me. And in a very busy city there was a little kid who wanted to make some money to help his family.

He decided to sell home grown tomatoes on a busy street corner but he was continually run off by bigger kids who threatened to make his head into a tomato. Dejected he walked away every day until one day he decided to take his tomatoes into a very busy restaurant. He walked up to first table and sold 2 tomatoes.

Then a customer at a 2nd table saw what he had and he bought two. Then owner of restaurant came over and ushered him out. Well, he watched through window until owner was out of sight and he went back in and sold 5 more tomatoes at two other tables. Then owner ushered him out again. But, he had already sold 9 tomatoes.