Call: 01737 306060 
glen@glenwilliamson.co.uk 
Many years ago, I watched a hotly contested 100m final race on T.V. The winner, when interviewed at the end of the race, was asked if he was aware how close the race was. His response; “I wasn’t aware of anything or anyone!” 
He was focused only on what he could control, and ran a flawless race. How aware of competitors should sales people be? 
Most SME’s I meet don’t have a sales strategy. They prefer to focus most of their time tinkering with their day-to-day operations and their approach to selling tends to be more random and scattergun. They admit that sales in on the critical path, but they have never taken the time to put a plan together or create a repeatable, standardized process that forms the foundation for consistent sales success. 
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