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What Is Right for One Salesperson

There are salespeople who are exceedingly effective at prospecting, particularly cold calls. They can schedule the appointments they need with little trouble, and they require far fewer calls than their peers. They can do in 20 calls what another…

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Speaking Ill of Your Competitor

My younger sister once won an account and became good friends with the decision-maker she worked with day to day. Each Friday, her competitor would bring donuts to the client, and then sit around and bash our company. As soon as the competitor…

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