You're working hard, trying to build your business and you're out pitching to prospects. Inevitably you are going to hit some tough customers. Ones who aren't merely difficult, they are looking to make sure you don't get the business because they have their own agenda.
From my perspective when you need to ramp up sales, you first and foremost need to have an active pipeline. If your pipeline of leads is empty that’s a big problem.
The story of David vs. Goliath is a well-worn metaphor of the “little guy” overcoming great odds to defeat a larger opponent. In my experience, however, this story is more than a source of inspiration.
Small firms can -- and do -- land large clients. So, if you're small, leverage your small wins and provide the customized service the big fish can't match. Some of my fellow entrepreneurs suffer from an inferiority complex.