Jill Konrath

Ever been in a slot canyon? It can be frightening -- especially when they're really narrow like the aptly called Spooky Canyon in Utah.

Last year, I hiked in about 1/4 of a mile when my claustrophobia hit. The path was so skinny that we had to walk sideways to get through. There were other hikers just a few feet in front of me, but I couldn't even see them with all the twists and turns.

Several weeks ago I was in New York City doing a workshop for a client. I left early to meet with the VP of Sales before the session began. At the front desk of the hotel, when I asked for directions to the coffee shop, I discovered it was almost eight blocks away -- which was a shocker since I thought it was just around the corner. 

(Note: This article was written in 2012. Obviously, I haven't quit the business entirely -- just parts of it!)

It's not often I get upset, but there are some things that are just plain wrong. And, to sit silently by is, in essence to be morally complicit in the act itself.

As a woman, I struggled for years to find my voice in every aspect of my life. Virtually every woman I know fights this same battle. Research shows that girls start to lose their voices at around the age of 10.

Tom Brady, quarterback of the New England Patriots threw a long "Hail Mary" pass as a last-ditch effort to win the Super Bowl. But, instead of connecting with one of their receivers, it got batted down in the ensuring melee.

Of course, this got me thinking about sales and football. I actually know a whole lot more about the game than you might expect.

Today's video is designed to get you thinking. Seriously thinking. If you're on a sales team, talk about it together. If you're on your own, explore the ramifications. What you discover may have a huge impact on your success this year.

And when you're done, please add your thoughts & comments below. Your ideas may stimulate us all to think at a higher level.

If you're finding it harder and harder to set up meetings with with potential buyers, you're not alone. Sales prospecting isn't easy these days.

But the real problem is that most sellers don't understand how their prospects are evaluating their attempts to get in. This lack of understanding is the root cause of most prospecting failure. 

That's why I wrote The Buyer's Lament -- a sales poem that highlights what your prospects really want from you. Enjoy!

Sales Safari Series