The Dead Horse Theory in Sales
Early in my career, I made a mistake most salespeople do.. I chased every lead. Persistence alone = success, I thought. More emails.. more calls.. more follow-ups.
But sometimes.. no matter how much effort you put in, the opportunity is gone.
The Dead Horse Theory: "When you discover you're riding a dead horse, the best strategy is to dismount."
Dead horses in business look like: 1️⃣ Prospects who never reply.. 2️⃣ Clients who drag meetings endlessly.. 3️⃣ Strategies that worked years ago but don’t deliver anymore..
Problem? Many keep pouring energy into these dead ends, thinking persistence = success.
Smart salespeople pivot: ✔ Focus on opportunities that are alive ✔ Work with clients who see real value ✔ Use strategies that deliver results today
Persistence matters.. but where you spend it matters more..
Ask yourself.. where in your business are you still riding a dead horse? Maybe it’s time to dismount....