Chapter 5. Smart Prospecting

We have talked quite a bit about maximizing your return on investment as a sales professional. In order to do this, we must understand that all salespeople are created equal. In other words, we are all given the same commodity to invest each and every day: time. Not only are we given the same commodity with which to trade, but we are all given equal amounts: 24 hours in a day. It stands to reason that a salesperson who invests his time most wisely will receive the highest return on his investment. In fact, the name of the game in selling, and in business, is to maximize your return on investment. For a salesperson, return on investment is calculated as:

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