This week, in continuation of our Sales / Marketing series, John interviews Jack Daly, a leading speaker, author, and trainer of sales, sales management and culture with over 30 years of sales and executive experience. According to Jack, more than 90% of companies don’t have a sales playbook and the cornerstone of highly successful salespeople (less than 15% of sellers) is practice and sacrifice. It is imperative as a business owner to focus on what you have control over and be laser focused on adding value – not just selling. Calling on the right prospects (fewer and better), engaging in high payoff activities and practicing before meeting with the client (not practicing on the client) are all ways to ensure value for your client and it’s never been easier than now. Goals and focus proceed success so take action and take some risks.