CHAPTER 7
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Your list of sales targets is like an investment portfolio: well balanced with investments that align with your overall investment goals. If your goal is to grow, you should invest in stocks with huge upside potential and high risk. If your goal is to protect, you should invest in securities with less upside potential and less risk. Regardless whether your strategy is to grow or protect, you’ll need high-quality investments to achieve your goals.
The same is true when you are managing a portfolio of prospects and customers. As a seller, the currency you invest is your time, and you only have so much. The key is to ensure that you are investing that time and energy with the most viable opportunities. Whether your goal is to ...
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