CHAPTER 14
Planning and Executing the Attack
We have covered a lot of territory, laying the groundwork for a highly successful new business sales attack, and have arrived at the place where the rubber meets the road. There is an endless supply of people in sales who love to talk selling. They’ve got all kinds of theories. They are masters at philosophizing and pontificating. They would be perfect hosts for the nine-hour Super Bowl Pregame Show: lots of talk and fluff to fill space, analyzing dozens of storylines from every conceivable angle. Have you noticed how many salespeople excel at talking about what they’re going to do? And how few actually do what they say? As you read that, I bet certain salespeople are popping into your mind. Big on ...
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