Traction: Get a Grip on Your Business

by Gino Wickman

Rather than your salespeople saying, “Yes, we do that, and oh yes, we’ll do that,” to everything, they should be saying, “If you’re looking for that, we probably aren’t the company for you. What we excel at are these three things.” The reality is that if those people don’t want what you have to offer, they’re not the right clients for you in the first place. In the end, you’re both going to end up unhappy anyway.

“Everything can look like a failure in the middle.”