Chapter 2. Business Case


“A guy don’t walk on the lot lest he wants to buy. They’re sitting out there waiting to give you their money. Are you gonna take it?”

 --Blake (Alec Baldwin), Glengarry Glen Ross

Imagine you’re a salesman trying to make quota. How would you go about getting more sales? There are really only two choices:

  1. Make more sales calls

  2. Convert more of the prospects you visit to sales (increase your conversion rate)

If you could only choose one of these options, ...

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