A rule you break under pressure isn't a rule. It's a preference, and preferences don't survive contact with a thin pipeline.

In this episode of Finding Business, Scott Channell breaks down why most sales reps think discipline means staying strong in the moment, and why that's backwards. The real skill is deciding your qualification standards before the pressure ever shows up, not while a warm prospect is on the phone.

Find the full episode transcript on at scottchannell.com.