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New Sales. Simplified. by S. Anthony Iannarino, MIKE WEINBERG

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CHAPTER 4

A Simple Framework for Developing New Business

I had a ten-year run as a sales hunter to refine my personal new business development sales process. Personal is the keyword in that sentence. It never crossed my mind that one day I might be sharing this process with others, let alone writing a book on the topic. I tell my children that when you use the words “always” or “never,” you probably aren’t telling the truth. But in this case, I am. Never did I picture myself becoming a coach, consultant, or author.

Born Out of Failure

I left the awesome direct marketing business about nine months after it was sold to a gigantic public company. The handwriting was on the wall and it became obvious the new owners were intent on wrecking everything ...

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