Doing the right work

By Scott Sambucci | January 6, 2021

In 2016, I competed in Uberman — an ultra-triathlon consisting of a 21-mile ocean swim, a 400-mile bike from LA to Death Valley & a 135-mile run from Badwater to Mount Whitney.

During training, I worked up to 30,000 yards in the pool, 150 miles on the bike, and ran 40 miles, in one week. I was exasperated on how much time training took. The smell of chlorine was almost enough to make me cry.

FYI — You can watch the video version of this post here on LinkedIn:

www.linkedin.com/video/live/urn:li:ugcPost:6752276067668566016

Then I met Brian MacKenzie — founder of CrossFit Endurance. I worked with Brian for the last 3 months before the race, and have been working with him and his team since.

He taught me it’s not about more — it’s about better. It’s about doing the RIGHT training. He switched my long-distance training to short, faster intervals. I went from cruising along back country roads to sprinting for 10 and 15 minutes at a time. I went from swimming 10,000 yard sessions that took three hours to get in and out of the pool in 45 minutes by knocking out fast 400 yard repeats.

Since then, I’ve moved to a whole new way of training — enabling me to complete ultra-marathons all over the world. That switch from just doing the work and putting in the miles opened up an entire world of growth and possibility for myself. I’ve been able to go farther by means of self-propulsion than I ever thought possible.

Through doing the right work that I learned from Brian and his team, I was able to train for a 200-mile FKT attempt this Fall, even with COVID lockdowns, wildfires, and a badly sprained ankle.

The same goes with your sales process — it’s not about how many emails you send or demos you book. It’s about doing the right work. Every day.

Just running an outbound campaign isn’t enough if you’re batching and blasting the wrong message to the wrong people.

Booking lots of demos doesn’t matter if they end up with prospects going dark.

Sending out proposals and offering price discounts is irrelevant if your prospects get back to you on the 19th of Never.

Doing the work isn’t enough — you’ve got to do the right work.

That’s why I teach the 9 Sales Accelerators — the core systems that every startup needs to implement the RIGHT way to build a more predictable, repeatable, scalable sales process.

If you’d like me to send you a recorded training detailing the 9 Sales Accelerators, along with a self-assessment to help you identify gaps in your sales process, reply back with the word “ACCELERATORS” in the subject line and I’ll send you the link.

– Scott “Go Farther” Sambucci