Sales Shape Up
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Do You Really Need to Establish a Relationship with Prospects?
Let’s say we ask this question of the typical sales rep: “Is it important to build a relationship with your prospect in order to make a sale?”...
Expertise Versus Experience
Do you ever listen to those financial planning talk shows on the radio? Here’s a confession…I do. Yeah, I know those shows are glorified commercials...
Hurry Up & Wait: Mastering the Art of Urgent Patience
Legendary basketball coach John Wooden, who coached the UCLA Bruins to 10 national championships, would tell his players, “Be quick but don’t...

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