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

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 22

PLAY THE ODDS

Roll Game Film

Images

The cursor on Sam’s computer screen blinked continuously, the way it had for the last 90 minutes. Sam didn’t have time to check e-mail, Facebook, or LinkedIn or to waste time on any other distractions. As he sat in his office this morning, he had a long list of potential calls that he’d be working through before he even thought about digging for new ones. The art of the contact, a moment he’d once dreaded, had become, thanks to Candace, an opportunity for opening new doors.

“Sam?” It was Roger Smith’s voice on Sam’s phone. “Sam? Come in here.”

Opening new doors … and closing a few old ones.

Sam was aware that Roger ...

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