Each selling squad member brings to a sales call or pitch a certain level and kind of energy. I refer to this as “selling energy.” Your selling energy on any given day may run the gamut from tortoise to hare.

Reflect on the last selling squad you put together. During Execute, how was your team’s selling energy? What was each person’s selling energy? And how did your team’s individual and collective energy impact the outcome of the sales pitch or meeting?

Movie director Woody Allen has been quoted as saying that 80 percent of success in life is showing up. You’ve put great time and effort into coordinating your team’s collective knowledge, planning, and practice. How you and your team “show up” ...

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