CHAPTER 4
Planning for High-Profit Customers
The definition of insanity is continuing to do the same thing over and over and expecting a different result. Unfortunately, this exemplifies the expectations of too many sales prospecting plans. At one time I could have put myself in this same camp. When I decided to leave my corporate job and the corner office that came with it in October 1998 to open my new consulting business, I felt I could deal with any sales issue quickly and in the right way. I thought the key to success was going to be doing for myself what I used to do for the companies where I had been so successful. How could I possibly go wrong? At least, that’s what I thought.
Over the years, I had held prominent sales positions in several ...
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