Death by a Thousand Decks: Stop Wasting Time on “Paper Cows”
There’s a silent killer in your pipeline… and it’s not rejection. It’s meetings that lead nowhere. Decks that impress no one. And proposals sent to ghosts.
We call them “paper cows.” You put time, polish, and pressure into something that doesn’t move the deal one inch forward.
Here’s what to do instead if you want to stay PRECISE:
Don’t book meetings with unqualified prospects. A meeting is a contract of time. If they’re not at a decision point, don’t act like they are.
Never build proposals for curiosity. If there’s no urgency, no clarity, and no buying committee… there’s no proposal. Stop giving free consulting away in PDFs.
Replace decks with direction. Instead of flooding the buyer with “what we do,” lead with “what you need” and co-build a solution live.
Track deal movement, not activity. If a deck is delivered but no decision-maker shows up, that’s not progress. That’s theater.
Key takeaway:
A PRECISE seller doesn’t fall for the illusion of motion. Your job isn’t to impress, it’s to advance. Kill the cows. Protect your time. And only build when the buyer is ready to move.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
