As a sales leadership keynote speaker, I’m often asked about the best way to throw a Hail Mary pass when trying to save an elusive prospect. I tell them that even if you’re looking for a miracle, you still need a strategy.

Take the recent game between Chicago Bears and Washington Commanders as an example. Washington was down by three points with one play left, around the Bears’ 50-yard line, and they went for a Hail Mary. And what happened was they succeeded—not by luck, but because they had a strategy in place.

The first part of the strategy was for the quarterback to buy time, running around long enough to allow his players to get in position. Then, as a scrum formed near the goal line, Washington’s receiver purposefully stayed five yards back, ready to catch a deflection. When the ball was tapped, he was perfectly positioned to jump, catch it, and score a touchdown. Meanwhile, his Bears defender was caught in the scrum instead of staying on him, leaving him open to complete the play.

So, in other words, even if you’re going for a miracle, you still need a strategy. As a sales strategy consultant, I emphasize that you must ensure every player is in position, knows their role, and is prepared to execute it to bring this big deal home. That’s how you throw a Hail Mary pass when the stakes are high, there is a lot of competition, or when the odds are stacked against you.

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