Here We Go Again! I can not count the number of times that I have heard sales people(and sales managers) tell me that they have lost a big account though on fault of their own. The reasons vary from: My buyer lost control of the decision Purchasing got involved in the decision The company went out of business My customer lost their client so they don't buy my product or service any longer All of these are unfortunate indeed and these real life examples remind us of the importance of making prospecting a priority and very necessary(even when you are busy and think that you have plenty of accounts!) I have met sales professionals who have lost sight of the value of keeping a prospecting plan in place and then find themselves having lost big projects or revenue and have to rebuild their business. Please keep prospecting as you will surely lose a big account some time soon! Focus Point 88. Celebrate your wins. After you've continued to work through the immediate "afterglow" of your "win," do take some time to celebrate. Also, when you break through and become a member of a higher sales level club, pat yourself on the back and find a meaningful way to reward yourself for the accomplishment. These "wins" are the outcome that we work to achieve. When we get them, we need to enjoy the moment and add that luster to our lives. However, there are certain individuals who don't take this approach. Everyone is unique, so if something works for you, go with it! Read Leslie's new blog! GroeneConsulting.com/blog Learn more about Leslie Click here to see video Leslie named Leadership Excellence Top 100 PIA Sales Classes Click here to see class schedule Leslie's book Click here to buy now Talk of the Town Click here to see Leslie's Interview Washington Post Click here to read the article For a list of upcoming Los Angeles and National sales events Click here Here is 1 more of the Focus Points from Leslie's book, co-authored by Tom Mills and available on her website www.groeneconsulting.com