--- title: On Haves and Have-Nots | The Sales Blog description: Some salespeople have more clients. They have more prospects, too. They make more money, and they get more than their fair share of the rewards. These are the “haves.” Some salespeople are woefully devoid of clients. A few possess not a single client of their own. They don’t have many prospects either. They don’t make nearly […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2013-01-11-at-10_19_51-PM.png --- ### [Now booking SKO meetings for 2026/27! 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They have more prospects, too. They make more money, and they get more than their fair share of the rewards. These are the “haves.” Some salespeople are woefully devoid of clients. A few possess not a single client of their own. They [don’t have many prospects](http://thesalesblog.com/blog/2012/10/10/a-false-sense-of-security-in-your-pipeline/) either. They don’t make nearly as much money, and they have none of the rewards. These are the “have-nots.” But clients, prospects, greater earnings, and all the other rewards are really outcomes. They’re really evidence of value having been created. The “haves” have made their [prospecting calls](http://thesalesblog.com/blog/2012/10/17/choosing-your-preferred-method-of-being-rejected/). They have done the work to position themselves to win their clients. They have nurtured their dream clients. They have built consensus within these accounts. They have built the right solution with the people that care about what they sell. And they have created enough value to win these accounts. The “have-nots,” on the other hand, have not made the calls. They have not spent time nurturing their prospective clients by sharing with them valuable ideas. They have not developed the deep [relationships](http://thesalesblog.com/blog/2012/10/18/care-more-than-they-do/) that they needed in front of a sale. They have not worked to build the right solution with their prospective client. And they surely have not created enough value for their dream clients to win their business. When you look at the “haves” and the “have-nots,” don’t look at the differences in what each group has or doesn’t have. Instead, look at what one group “has” done that the other group “has not” done. It’s there that you’ll find the real differences. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on January 11, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:28:49 PM", "datePublished" : "2013-01-11 22:27:44", "description" : "Some salespeople have more clients. They have more prospects, too. They make more money, and they get more than their fair share of the rewards. These are the “haves.” Some salespeople are woefully devoid of clients. A few possess not a single client of their own. 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