Would you take a seat on a plane with a pilot who’s never flown before? I doubt it. And I think you’d be pretty unhappy if your Premier League team did no pre-season training. Either of those would be unthinkable. At worst, life threatening; at least, risking a poor outcome. Yet this is exactly how alarming numbers of sales professionals treat important pitches and presentations. Can you spare 90 seconds to find out why that’s a problem and exactly what to do about it before your next pitch? It might just be the difference between closing the deal and walking away empty handed. 😉