ABSTRACT
This chapter discusses something that’s fundamental to the success of our sales machine, and to growing our sales in general: our Sales Growth Strategy. The evidence-based selection of players based on their average on-base percentage was counter to what the entire industry was doing at the time; however, that year, the Oakland A’s had a 20 game winning streak, the longest winning streak in American League history. Selling isn’t about winning a championship; rather it’s about creating consistent wins that are repeatable and replicable. The single greatest failure in most businesses is the lack of a proven method to continuously attract new buyers. Delegating the responsibility to attract new leads to a department outside of sales can result in sales ceasing all activities related to finding buyers, seeing it as “marketing’s responsibility”.
