For a long time, I wanted to move into B2B sales. I always knew I wanted to build a business that worked with other businesses. But somehow, I kept ending up in B2C. And in B2C, I did great. I understood mindset, hard work, and the power of doing a lot, so I became the top seller everywhere I went. But I always asked myself one thing: Can I be great at B2B too? Lately, I finally found the answer. A lot of people who do well in B2C will understand this, we focus too much on doing more instead of doing better. In B2C, everyone tells you: Make more calls. Follow up more. Do 10x more. That works when you sell to the public. In B2B, it can actually hurt you. Here’s what I mean. I set aside 4 hours to make cold calls. Halfway through, one of my clients calls me. He wants a proposal, several vehicle options and financing plans. Now I have a choice. If I pick pride first, I stop calling and work on his proposal right away. If I pick volume first, I keep calling and wait to send the proposal later. When I focused only on volume, I hurt my own deals. That client wasn’t in my way, he was the real work. When I switched my mindset, things changed. - I send proposals faster than anyone else. - I follow up right after sending. - I make changes as soon as clients ask. That keeps me one step ahead. By the time other dealers send their first proposal, mine is already updated and relevant. Here’s the truth: Not caring enough kills deals. Lost deals hurt confidence. Low confidence kills motivation. And then you only sell by luck. So my rule now is simple: Professional Pride > Volume. If something needs to be fixed or followed up, I do it first. Then I go back to prospecting, pride first, every time.