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The Sales Survival Handbook by Jeb Blount, Ken Kupchik

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Finding qualified customers is the first stage of the sales process. Without a prospect, there can be no sale. Searching for people whom you can sell to is one of the most tedious and demanding aspects of sales—which also makes it the most disliked. Few people enjoy making dozens of calls and being ignored, yelled at, or worse. But prospecting is a step you can’t skip. The most successful salespeople embrace prospecting and put aside their frustration while at work, taking it out on their friends and family instead.

In this chapter, we’ll discuss ...

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