The 'Long Table Rules' every B2B salesperson should know ...
Luke Ross • 15 October 2025
To all my fellow sales professionals, here are the long table rules we sometimes forget ...
Sales is always a numbers game. What gets said gets sold. Keep showing up.
Never forget ...
- Follow-up is your real closer. No matter how good your pitch, 99% of deals need persistent, thoughtful follow-up to cross the line.
- They don’t want your product, they want what your product does - sell the 'do' not the 'thing'.
- Never go to the supermarket hungry - never try to sell when you are desperate for the deal. It shows and it hurts your chances.
The long table rewards patience, persistence and perspective. Keep your seat.
The image above is from a recent sales training event DLL. We covered Adaptive Mindset for Sales Resilience and Adaptive Selling. It was a very long table!!
Program info: https://lnkd.in/dHv9uxkG
It was awesome to see some old friends again!! Daniel Foster, Kirk Purchase, Daniel Eames, Luke Austen, Michael Donnelly and Brendon Mayo!
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