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Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon by David A. Monty

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Identify the Silent Sales Killers

You Never Had a Chance

Status quo, you know, is Latin for “the mess we’re in.”

—Ronald Reagan

Why are improved sales results so hard to drive in the first year? What are the root causes? To improve results, salespeople and management both grab onto tangible ideas like product training, working leads, work ethic, sales process, and sales skills training. But the difficulty in ramping (succeeding in) a new sales territory is often not rooted in the salesperson’s lack of experience or sales skills. There are many seasoned sales professionals who fail to succeed in new territories. The reasons fall into the category ...

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