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The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue by Andrew Dietz

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 20

YOUR PROSPECTS AREN’T THE OPPOSING DEFENSE

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They sat in one of The Open Note’s conference rooms, the one named “Harmony,” and stared at the whiteboard. The completely blank whiteboard. None of them spoke.

Oh, they knew what they were supposed to be doing, of course. They knew they were supposed to be coming up with ways in which context could be leveraged to improve contact, ways they could step outside their traditional realms of experience to turbocharge their connections and forge deeper, more lasting connections. It was a great idea in theory. But in practice? They hadn’t even figured out how to put it on the whiteboard. ...

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