---
title: Stop Chasing What Is New and Start Chasing Impeccable Execution | The Sales Blog
description: For many, the next idea is going to be better than the one that came before it. They believe the next evolution of the sales process is going to be more effective than the existing process, the next new methodology better than the last. The next digital offering is going to revolutionize sales like nothing […]
image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_611632877.jpg
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# Stop Chasing What Is New and Start Chasing Impeccable Execution

![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg)

Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino)   
 December 18, 2018

For many, the next idea is going to be better than the one that came before it. They believe the next evolution of the sales process is going to be more effective than the existing process, the next new methodology better than the last. The next digital offering is going to revolutionize sales like nothing seen before, turning the industry on its head, and changing sales forever. The next new research report is going to provide a greater depth of understanding of how you should sell and what your clients need from you.

Looking for “[next](http://thesalesblog.com/2012/11/30/shortcuts-secrets-tricks-magic-bullets-and-shiny-objects/)” is chasing, and chasing is how one avoids doing the work necessary for producing better results. Also, there is something you can easily recognize in those who chase: they rarely ever execute the fundamentals consistently enough to produce results, being too busy looking for something better, something easier, and something new.

If you are going to chase, chase impeccable execution of the fundamentals.

## You Know What You Need to Do

The execution of opportunity creation requires a few different activities. It starts with [targeting](http://thesalesblog.com/2016/12/15/targets-leads/) your dream clients, those prospective clients who will perceive your value proposition as strategic, worth changing providers to obtain, and worth paying more for the better results you produce. Creating an opportunity means [capturing mindshare](http://thesalesblog.com/2017/07/10/the-war-for-mind-share-and-preference/) by nurturing those relationships and executing a persistent, professional pursuit plan. You create opportunities by prospecting and [scheduling meetings](http://thesalesblog.com/howtomakeacoldcall/) with your dream clients and prospects.

The time you spend trying to avoid, over-automate, or over-optimize these activities, the worse your execution.

In addition to executing against the activities that create opportunities, you need to execute opportunity capture, i.e., winning those opportunities. In most cases, this means face-to-face, or video face to video face, or ear-to-ear conversations with your dream clients. The execution of those meetings require you to [plan your sales call](http://thesalesblog.com/2018/09/04/how-to-plan-a-sales-call/), have a [theory](http://thesalesblog.com/2018/08/31/you-need-a-a-theory-for-why-your-dream-client-should-change/) about what creates enough value for your dream client to continue to engage in the sales conversation, and [gaining the commitment](http://thesalesblog.com/2018/05/25/closing-matters/) to take the next step. It also requires that you know how to [control the process](http://amzn.to/2hXXgCx) and, in complex sales, how to manage the many and varied stakeholders who are going to weigh in on any decision to change.

The execution of a sales process includes good discovery work, proper development of solutions, and excellent presentation and proposal skills. All of this work now requires you have the [business acumen](http://thesalesblog.com/2016/04/12/difference-sales-acumen-business-acumen/) and the [relationship](http://thesalesblog.com/2018/10/18/the-lie-that-relationships-dont-matter-in-sales/) to create a preference to work with you, your company, and your solution.

Everything outside of these two major outcomes, opportunity creation, and opportunity capture, is [commentary](http://thesalesblog.com/2018/10/26/not-sales-only-commentary/), even when it is vital to good sales hygiene.

All of this is to remind you that the difference in your future result isn’t likely to found in anything “new,” unless what is new is your commitment to impeccable execution.

###### Tags:

[Sales](https://www.thesalesblog.com/blog/tag/sales) [2018](https://www.thesalesblog.com/blog/tag/2018)

Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino)  on December 18, 2018

 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. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com)

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## Are You Ready To Solve Your Sales Challenges?

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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?**

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