INTRODUCTION

I love sales. My passion and specialty is new business development, and nothing energizes me more than helping salespeople improve at acquiring new customers.

By day, I provide sales and sales leadership coaching to sales teams and sales managers and sales force consulting to senior executives. By night, I have been assembling my thoughts from twenty successful years in sales in order to write the book you are holding. My practice keeps me engaged with salespeople in a wide variety of businesses and I’m increasingly concerned by a disturbing trend: It seems fewer and fewer people who make a living in sales have a working knowledge of how to prospect for new business.

There are plenty of account managers and reactive-type salespeople ...

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