Software Sales Tips by Matt Wolach

Sales From Pop Culture

Sales From Pop Culture: Ricky Bobby

If you ain’t first, you’re last!”

One of the harshest things about sales, is that there is only one winner. ?

That fact reminds me of the most famous quote from racing’s funniest movie.

Have you ever seen ????????? ?????? with Will Ferrell? It’s about a racecar driver named Ricky Bobby (played by Ferrell himself).

Ricky was born to race, with his father teaching him the ropes from when he was a young boy.

His dad would always inspire him to win, constantly saying the phrase:

“If you ain’t first, you’re last.”

Meaning: unless you win, it doesn’t matter what other place you get.

2nd place is the same as 10th place.

Ricky used this phrase as motivation to keep winning.

In truth, in the racing world, this certainly isn’t the case. 2nd place gets more money & more points than 10th.

But in sales, it absolutely is the truth.

If there are 10 competitors fighting it out for a deal, and you have the second best sales process, a better sales process than 8 others, it won’t matter.

The best one will win.

2nd prize is the same as 10th.

Which is nothing. No points, no money. And certainly no glory.

So thanks to Ricky (and Ricky’s dad), we know we must have the best sales process.

Structured, streamlined, & using proven methods to convince prospects to take action.

Otherwise instead of your product being a prime racecar, ?️

you’ll have a broken down scrap heap. ?

If you ain’t first, you’re last.

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