understanding sales management, sales forecasting key points


instead of thinking about how many
possible people could buy your product if all the stars aligned appropriately I
want you to start thinking about who in the marketplace is your product or
service most likely to help quickly and effectively solve a problem and then
work backwards from there so what is an ideal customer anyway an ideal customer
could be described as a customer who values your product or service a
customer whom you can make a profit from sorry folks but this is a business you
got to make money or you won’t be in business very long a customer who’d be
willing to refer you to other potential customers start with the smallest market
possible if you identify a very focused group of potential customers that have
the highest likely degree of success with your product or service you will
gain credibility faster and be able to expand your customer base I’d like you
to think of your ideal customer through the ready willing and able framework
let’s take a look at them one at a time first are they ready issue do they have
a problem that they need solved awareness do they know they have a
problem motivation do they have a sense of urgency to solve their problem next
up are they willing and this starts with timing are they ready to solve the
problem today are they searching are they currently looking for solutions to
solve their problem and finally are they able the first category here is money do
they have the budget to solve the problem
next is Authority do they have permission or approval or the
decision-making authority to actually solve a problem now how do we find these
customers that are ready willing and able start by creating ideal customer
personas or profiles customer personas include the following information what’s
the ideal industry your best potential customers in the ideal title or
experience that they have what’s the ideal buying cycle for your
product meaning is the customer ready willing and able to purchase your
product when you need them to and then the ideal location meaning your product
or solution is geographically aligned to where your best customer is also located
one of the easiest ways to get started with customer personas is to build them
around your best current customers if you’ve got a handful of great customers
today who love and appreciate you and your product then you’re gonna want to
clone them by building your personas around them you create the exact profile
for your next best new customer using these customer personas and the ready
willing and able filter you should be able to quickly narrow your pool of
prospective buyers and qualify them much more efficiently if you don’t have this
type of information readily available talk to the person responsible for
marketing at your company they should be able to provide you these types of
profiles if you’re a small business and you’re both the sales and marketing
departments you basically have two choices first you can do the research
yourself with the help of Google LinkedIn and others or you can hire a
market research company to help you build these target profiles based on
your input and their expertise remember the key is to find the narrowest group
of customers with whom you can develop a quick and effective partnership by
helping them solve their urgent problem and you can expand from there the key is to understand the customers
issues through their lens not yours the only way to do this is to ask
experiential questions that allow the customer to really dig deep into their
issues now let me introduce you to the easiest yet most powerful framework
under the Sun that will help you navigate this crucial sales success area
it’s called the four eyes the first eye is to uncover the issue if there’s more
than one issue it’s very important to help the customer prioritize them that
way you can address the most urgent issues the second eye to identify is the
impact the issue is having on the customer this is where you will quantify
the problem if you fail to quantify the problem then the customer won’t have a
relative comparison to value when you reveal the price of your solution the
third eye is invasiveness this is really a subset of impact but reaches across
the customers organization looks for the broader impact the issue may have for
example if I can’t improve my new business acquisition then I can’t hire
more people or worse yet I may have to lay people off the invasiveness can be
any larger impact on the business that results in not solving this particular
problem the final eye is iceberg this is the giant barrier that is
preventing the customer from solving the problem prior to your meeting generally
speaking icebergs tend to be knowledge time and/or budget or money by
addressing this area you will reveal any potential objections the customer may
have as to what will prevent them from moving forward with your solution we’ve talked in great deal at this point
about how customers make a purchase to solve a problem that problem can be
intrinsic or extrinsic but either way when we make a purchase we feel like we
are filling a need regardless of what we are buying there are particular triggers
or motivators that push us over the edge from window shopper to new customer
these motivators are key to understand as each of your potential new customers
will have one or more that will need to be met in order to secure well your
order these are in no particular order as each buyer will be different
the first motivator we will discuss is price how much something costs can be
and in many cases is a large motivator in a buyers decision as with all
purchases I can use this to justify why I don’t purchase or why I do purchase
the next motivator that tends to go along with price but as much deeper is
value people who are motivated by value are weighing the benefit of your product
or service compared to the price that you’re asking the higher that perceived
value the more I’m willing to pay next up we have quality this motivator tends
to go hand in glove with value the difference between the two is where
value is a perception of benefit versus price quality is strictly the perception
of caliber of the product or service the fourth motivator is
self-preservation this scenario is when I feel that I must make you purchase in
order to secure a promotion prevent a demotion or simply in more practical
terms protect my family or myself this motivator is driven primarily by fear
and as a highly emotional motivator in a business to business sales setting it’s
very difficult to uncover this motivator finally the last motivator we will cover
is social pressure many people buy products today based on who they know
personally has recently bought the same product this motivator derives from the
groupthink mentality in the sub conscious feeling of the need to fit in
or belong you know to not miss out many products today have gained mass market
appeal simply by leveraging the motivation of social pressure why do you
have the cell phone you have what about the car you drive how about the
neighborhood you live in many subconscious factors go into the social
pressure motivator but it can be a strong ally in your sales approach if
your product or service has the type of mass-market reputation that creates a
buzz in the mind of your prospective customer these are the primary
motivators of why customers buy once they know they have a problem and have
decided to attempt to solve it one or more of these motivators will help them
pull the trigger your goal is to determine through your research and
conversation which motivator is having the largest impact on their decision as humans we actually like routine the
familiarity is actually a stress reducer our anxiety in general is lower when we
know what’s coming next and what to generally expect if you really stop to
think about it we have these routines across nearly all aspects of our
personal life from how we shower and get dressed to how we prepare dinner to the
homework and evening routine we have with our kids we have these routines for
a very specific reason we have found that over time if we do certain things
or certain behaviors in a certain order we tend to get consistent and
predictable results the actual definition of process is a series of
actions or steps taken in order to achieve a particular end makes intuitive
sense right however similar to the previous lesson where we discussed our
tendency to resist change we like routine and process that we
create ourselves but tend to resist the routines or processes that we perceive
someone else is making us do humans are control freaks processes are typically
no different the first reason is that it helps create a consistent voice to the
customer base too many alone sales wolves on the
street all with different ways of doing things can create confusion to the
marketplace and dilute the brand and the overall credibility of the company the
second reason is consistency of results every great sales process should create
great results your sales process is like your game plan or your playbook once the
players or the sales team understands the playbook it should put your team in
a winning position consistently a doesn’t then parts of your process
need to be evaluated and adjusted the third reason is really no one has
arrived as the perfect salesperson nope not even you sorry as a result we know
that everyone has room to improve and everyone deserves a good coach when you
have a clear sales process you and your coach can better identify areas of
improvement in your approach when you think of elements of your sales process
today what do you think is working well what do you think needs to be improved
remember there’s a reason why you wet your hair before you shampoo it there’s
a reason why you brush your teeth after you eat and there’s a reason why
following a clear and effective sales process brings value to you and to your
company essentially just like most competitive
sports sales has a series of activities that takes place prior to the sales call
then a sales call and then a series of activities that happen after the sales
call the elements of an effective sales process fall into one of these three
categories the first is the pre-sales activity which falls into two sub
categories planning and preparation in the planning phase you perform
activities such as prospect identification product research industry
research competitor research and call strategy in the preparation phase you
take the information you glean in the planning phase put it into a written
call plan clear objectives and goals create the appropriate presentation
materials and/or tools build the best stories anticipate customer objections
and practice for the call yes I said it practice the next stage is the customer
engagement stage this is where the planning and preparation get
demonstrated at game time customer engagement requires a process within the
process to maximize your results most sales processes have some form of in
call flow they recommend to the salespeople the one I teach that has had
incredible results for folks flows like this create connection followed by
identify and prioritize the issues followed by create credibility followed
by solving the problem you know this is the presentation portion followed by
handling any objections and an ends with gaining commitment in the next lesson
we’ll help you get more details behind how to put this model to work in your
sales process finally in stage 3 post sales activities is where we close the
loop on the process in this stage we do things like solution implementation
customer service and support gather customer feedback and get the feedback
from our manager or coach on what went well and how we can improve the next
call much like the presale stage we tend to
overlook many aspects of the post sale stage once we’ve gained a business the
reality is this stage is critical to your long-term customer loyalty and
results in significant increases in cross selling opportunities research
shows time and time again that it’s infinitely easier to sell to a current
happy customer than trying to bring on a brand new treat your customers
accordingly these are the three stages and the elements contained within a good
sales process in the next lesson you’ll begin to build your own or modify the
one you have for maximum impact in previous lessons we discussed the
importance of a sales process and the elements of a good one now you get to
take those elements and design a sales process that works for you
we will build this process around the three stages pre-sales activities
customer engagement and post sales activities as you build your pre sales
activity stage it’s important to be thinking about what knowledge and skills
you need that will support your actual sales call and give you the highest
likelihood of success make a list of things that you need to know about your
prospect details like title industry current solution provider maybe buying
cycle how did they engage with you or did you cold call them or maybe they
contacted you and some other way next test your own product knowledge how
well do you know that details of your solution and how it actually solves a
problem what do you still need to know who can you reach out to in your company
in order to understand it better how well do you know your competition make a
list comparing and contrasting your solution with theirs you should
understand their products as well as you understand your own now move into the
preparation phase do you have a written call strategy what are your objectives
for the meeting are they measurable what do you expect to happen after the
meeting what presentation materials do you need what stories do you plan to
leverage make a list of potential customer objections and create a story
to combat each one should they arise lastly once you’ve got all this
information in a clear and easy to access plan practice your call with a
coach or peer then review it again on your own visualizing the scenarios now
you’re ready for phase two as mentioned in a previous lesson we have found the
customer engagement stage works best when you follow a certain order
step one is create connection this goes beyond simply rapport building it
requires you to create an introduction story that shares who you are and why
you do what you do step 2 is to identify and prioritize the issues the customers
facing for more information refer back to the previous lesson on understanding
your customers issues next up we move into creating credibility this is where
you explain through a company’s story why you and your company are the most
credible to solve the problem from there you solve the problem by presenting your
solution think about creative ways to do this through stories and analogies and
engaging visuals don’t be boring and don’t be a data dumper when presenting
the solution using motion and story based techniques to maximize the
customers engagement from there you can address any objections the customer may
have but do so through narratives not facts don’t try to convince them that
their objection is unfounded simply walk them through a story that shows them
their fears are normal but don’t result in the worry that they currently have
lastly gain the commitment get them to decide the next step most people call it
closing but I teach folks not to close if you follow the framework I just laid
out by the end the customers should really close themselves if they don’t
you should reflect back on the steps and see where you might have missed an
opportunity now you’re on to building your last stage post sales activities
make a list of steps that clearly outline for the customer the
implementation steps simplify things as much as possible make it easy for the
customer to change to your solution next create a customer service contact and
resolution process so that you and your customer know exactly what to do should
they need help and exactly how each issue gets brought to resolution next
create a customer feedback questionnaire it shouldn’t be longer than 10 questions
with a mix of ratings and open-ended comments the last step in this stage is
to create an evaluation sheet for yourself your manager likely already has
but if they don’t create one and give it to your manager
ask them to periodically go on sales calls with you and use the sheet to give
you feedback afterwards similar to how athletes evaluate their performance on
the field the feedback from your manager is the game film we all need to review
that makes us better each and every call there you have it you now have a
complete framework for a great sales process once you apply the details for
you and your business you’ll be in great shape to knock your sales goals out of
the park I firmly believe that attitude has to
come first when it comes to prospecting having the right mindset and attitude
will even positively impact your next topic preparation when it comes to
preparation I believe that most of us already believe that this is important
but we’ll be talking about in this section is really making sure that your
preparation is properly focused and helps you achieve greater results the
first point of preparation is to make sure we know who our prospects actually
are this may sound simple but the reality is sales reps often make dials
and will talk to anyone who picks up the phone and doesn’t hang up on them now
this is somewhat like shooting an arrow and then try name your conversations
change on every call and you don’t have a clear presentation or conversation
planned in mind your success is definitely going to suffer when we truly
understand to whom we are trying to reach and what is of interest to them we
become more accurate with our sales arrows so how do we do that this
preparation is likely going to have to involve your manager or possibly even
your marketing department if you’re a small operation and it may take you
leaning back in your chair and picturing the exact type of client that you’re
trying to attract who is your ideal buyer is it the CFO of a medium-sized
business is it the procurement manager of a multinational organization is it a
small business owner no matter who it is it’s critical that you identify that
exact person that you want to speak with this leads to the next part what is
their buying personality or you may otherwise hear called persona each of
those buyers is going to have a different focus
for example the CFO is typically very busy is a person who’s not going to want
to spend a lot of time on the phone you’ll need to be ready with some great
insights to attract their attention in a very short period of time we will
discuss those insights in a coming section if you’re dealing with a
procurement manager they’re a professional buyer they talk to
salespeople all day how are you going to differentiate yourself from the others
quickly now a small business owner they might
need to be called at odd hours of the day or night and want to know what it is
that you can do to personally help them the point is that we need to picture
that buyer in our mind and anticipate their reaction to our phone call and be
ready if you make calls with a generic script it’s like the proverbial square
peg in the round hole it doesn’t work and your success will suffer however
when you target a specific buyer and understand their persona you may end up
having fewer conversations in a given day but you will certainly have higher
quality conversations in that time period this is of course just the start
of the preparation understanding whom we are targeting what their priorities are
in the challenges that they’re facing and accomplishing those goals will allow
you to approach a prospecting conversation from a position of
credibility and differentiate you from the average sales rep most of us know a person that just gets
us we have those friends who seem to be able to spot a bad day written all over
our face when others around us think everything’s fine we like those people
they’re interested in us and we trust them because of it we know that they
have our interests in mind and we know that they’re concerned with what is
bothering us and actually want to help us what if you could come across that
way to your prospects do you think it would help your ability to make sales in
the long term without a doubt everyone that we speak to is facing a challenge
there’s something in their business that they’re worried about or should be
worried about what makes a great salesperson is the ability to identify
these things and then show them how they can address them before we are ready to
tackle how we help the prospects solve for these challenges we must first learn
how to identify the unique challenges the most impact our prospects world I
say there are unique challenges but it’s really in relation to one type of buyer
versus another what you’ll find in your business is that there are some of the
very common themes impacting all buyers of a particular type such as CFOs or
procurement manager small business owners etc for example studies show that
small business owners are very aware of some of the recent changes in health
care coverage but very few understand well enough to actually do something
about it that’s just one example of something that might be unique to your
buyer but also somewhat universal so how do we address these things again
preparation is key your company likely has a target audience that they
understand pretty well they likely follow industry trends and have some
good insights that can be shared with your prospects the key is that you want
to share insights that will be interesting to your prospects not just
something that you thought was interesting you want this to be
something that makes the prospect sit back and say hmm yeah that is
interesting 89 percent of buyers surveyed feel that their interactions
with salespeople bring no commercial value to them that is something that a
VP of Sales is going to care about that isn’t good this what’s their appetite
for talking to us about how they might actually fix that
this is what you want when you start sharing insights so how do you go about
getting this insight you can find these researching sources like LinkedIn
following industries on Google and sometimes even buried in news articles
that your company or prospects are posting on the web you likely have the
same scenario in your own organization there’s no question that it takes time
to research these things but once you have them in hand you can use them for
call after call after call having insights gives you a reason to speak
with your buyer this isn’t just a prospecting call anymore you can
approach it with a mindset that you have something valuable to share with them
and this changes the entire tone of the call even if you don’t set an
appointment on that call over time you’ll be identified as a person who
provides insight and as a resource to your buyer they are more likely to take
your call in the future and then when the time is right meet with you to
discuss the possibility of doing business you’ll be considered a trusted
advisor not just a salesperson once you’ve piqued their interest you
have the most important and valuable commodity in the world of prospecting
their attention now the real fun begins when it comes to prospecting we know
that simply making calls and talking to whomever answers the phone or is that
the front desk isn’t likely going to get us very far we then actually have to
have something to pique the interest of our buyer something that will shake up
their status quo we do this in the form of insights these are pieces of
information possibly statistics which point to a need that our buyer has in is
something that may interest them that they haven’t considered yet once we have
their attention the next key is to be able to properly articulate our
differentiators as an organization and show how we can actually solve their
problems if we can’t do this part well our prospecting is useless think of it
this way you prepare a beautiful dinner you get your buyer to agree that they
are hungry and agree to come to dinner the problem is that that are vegan and
you are a steak house your solution must fit their needs you have to be able to
articulate it fluently most salespeople feel that they can properly articulate
their company’s value and differentiators the problem is that
buyers don’t agree according to Forrester Research 89% of b2b buyers
don’t think that sales people bring any commercial value to their appointments
this tells us that we need to be much better at sharing how we are uniquely
qualified to solve a problem the better that we can do this on the prospecting
side the more effective our face-to-face conversations are going to be
articulating our unique solution requires real effort in preparation we
have to understand what a differentiator really is what differentiates you from
your competition and answers the needs of a customer would you say customer
service is your differentiator your competition probably provides customer
service as well and likely can point to clients who think theirs is superior to
yours we hear companies say our people are the differentiators does your
competitor have people – I would imagine so differentiators need to be specific
and not just be cliche if your product is the only one on the market that is a
mentally friendly made of recycled parts and last longer than the competition by
30 percent well that’s a differentiator the key is to have the insights you
provide point towards something that allows your prospect to do something
differently than they’re currently doing or can do with your competitor I’m not
saying that you’re going to necessarily get into a detailed discussion about
what your unique solutions are on a prospecting call there isn’t likely time
to get into that when they aren’t even expecting your call or visit however
having these unique insights and solutions in mind when you make that
call arms you to have a conversation that’s both meaningful to the prospect
and differentiates you from all the other prospecting calls that they’ve
received that week so how do we identify these differentiators this takes both
some research into both your company and of course that of your competition
understand that your competition likely has a very good product otherwise they
wouldn’t still be in business even so there are specific things about your
product or services that set you apart these have to be specific and they have
to be unique as a word of caution on this keep an eye on your competition
when sharing these differentiators in the world of technology that we live in
today differentiators can be changed overnight and all of a sudden your
competition offers the same thing or possibly even a better version of what
you thought was unique before understanding and articulating your
differentiators is a dynamic part of your prospecting and sales process so
for your homework make a list of the top features and benefits of your solution
next map those directly to how it uniquely helps the customers solve a
problem finally describe how solving that problem with your solutions brings
direct measurable impact to your prospect and their business if you can
follow this differentiator roadmap you’ll be well on your way to creating
further interest in the prospect setting of face to face meeting when it comes to planning your success
with anything be it a vacation or your sales career
wishing success and hoping for success doesn’t lead to success you must create
a schedule if you don’t have a defined schedule that you’re willing to stick to
you’re gonna get distracted in sales prospecting isn’t the only thing you
have to do every day you have appointments and meetings and emails and
fires to put out and the list goes on and on and on how many times have you
said to yourself Wow where did the time go
when that statement has gotten in the way of your prospecting you have a
problem a problem that’s actually costing you money so how do you go about
creating a schedule the first rule is it has to be something that you’re gonna be
willing to stick to the schedule can’t be continually changing all the time
this will prevent you from getting into a rhythm and keep you from achieving
optimal results the next thing to consider is when people are going to
answer there’s much research out there identifying when people are most likely
to answer their phones it varies some by industry and geography
but take the time to research that set your schedule around times that people
are more likely to pick up the phone the same holds true if you cold call on
businesses in person these won’t necessarily be times that are most
convenient to you but remember the end goal here isn’t just to do a bunch of
prospecting hits to make a sale your prospecting schedule should be
methodical there should be times for sending emails initial phone calls
follow-up phone calls live visits etc in my experience six to seven touch
campaigns can be very effective there are some great suggestions available for
how to run these that can be found with just a little bit of research another
tip regarding your schedule is to publicize it let your manager and your
colleagues know your prospecting schedule and that nothing short of an
emergency should interfere with that schedule I’ve seen reps post a sheet on
their wall showing the times and then have another sign that clearly
represents that they are prospecting and not to be disturbed
this methodical schedule will allow you to put your focus to work have your cell
phone set – do not disturb close out all of your email programs
close any internet browser windows that don’t have to do with your prospecting
and so forth picture it this way you’re a race car driver speeding through that
last couple of laps you can’t imagine pulling out your cell phone to respond
to a text message or comment on your friends Facebook post the results could
be disastrous your prospecting time should be treated with the same level of
focus whatever schedule you decide upon stick to it and the results will follow you may have heard the old adage what
gets measured gets done when it comes to prospecting the same approach can be
very rewarding in this section we will talk about the metrics you will hold
yourself to as you go through your day and your week
once you’ve adopted the right attitude built an effective schedule and have
your insights ready to lead your conversations
it’s about goal-setting execution and measurement one important tactic is
about breaking down your day and week into definable business practices not
just keeping yourself motivated this will be the engine in your car this is
what makes your prospecting in conjunction with all your preparation
actually work it’s the proverbial rubber meeting the road your manager or
organization may already have defined minimums that need to be accomplished
each day these are likely designed from an understanding of their business
practices and what has worked for salespeople in the organization for some
period of time those should be looked at as a minimum not what you is a top
salesperson are actually looking to accomplish there is some truth to the
saying that sales is a numbers game the numbers can vary greatly between reps
based on skills so this is where honest self-examination is needed you may need
to get your manager involved in this as well if you have used a CRM like
salesforce.com or some other tool you can likely put some examination into how
many prospecting attempts that you have made and then see what kind of results
that you’ve achieved this is not a time for gut feelings you need to find out
your actual success rates let’s use an example to explain this your company may
say it takes a hundred dials to get one sale
so they set your minimum goal at a hundred dollars per day if in reality
you take a hundred and twenty five dials to make one sale you’re likely going to
be behind quota now based on this self-examination you need to set
yourself a higher number at least 125 per day to stay on pace the fact that it
takes you more calls doesn’t make you a bad sales rep on the other hand
recognizing this fact and adjusting accordingly makes you a very smart sales
rep using the same example let’s say you figure out it only takes 80 calls to
make one sale that’s great should you just target 80
that isn’t what top salespeople do the great ones will still target at least a
hundred aisles and know that they are likely going to be ahead of quota that’s
self examination and metrics setting gets you part of the way now it’s time
for a realistic breakdown of those numbers into your schedule
how many dials or cold calls can you make in an hour that will vary by
industry and what you’re trying to sell use realistic numbers don’t just use
what you think your manager or others want to hear talk to top salespeople in
your company and find out how much they can do in an hour and copy that you may
find that you need to adjust your schedule sometimes you may need more
time other times you can actually get away with a little less now you have to
track it and review your results on a weekly basis I recommend a CRM tool or
something that ties into your phone system but even hash marks on a page can
work this is your sales fitbit if you will one way or another track what
you’re doing and don’t lie to yourself make adjustments as needed this is what
great salespeople do to keep their performance going year after year the
desire to do this comes back full circle to our discussion of attitude at the
outset of this training so we’ve talked about attitude your schedule how to make
successful calls now to have metrics that will keep you successful you’re now
well on your way to being a consistent top prospecting performer without a doubt prospecting is one of
the most challenging jobs and sales the concept of reaching out to a person who
likely doesn’t know you it may not even know they have a problem that needs to
be solved is fraught with difficulty however the rewards can be just as great
your company may or may not have a system in place for rewarding you for
achievement big companies have presidents club trips or other types of
Awards small companies may have a pat on the back at best either way it’s
important that you take care of you when you’re expending all this energy to
prospect in this section we’ll talk about the importance of rewarding
yourself for hard work now some of you may roll your eyes at this section but
trust me when I tell you it’s very important we already know how important
attitude is in prospecting one of the big reasons attitude is so important is
that it carries to and through your prospects they know whether or not
you’re having a good day you’re voice inflection on the phone or your facial
expressions and a face-to-face meeting Telegraph your feelings to a prospect
when you were run down towards the end of a day of prospecting without a lot of
success chances are you’ll finish the day without a lot of success why is that
whether you realize it or not your tone has conveyed one of defeat ironically
your prospects will imitate that attitude and likely not agree to an
appointment or buy from you it’s human nature I won’t get into the whole
discussion on mirror neurons but believe me they are in play so how do we combat
this we all have things we’d rather be doing than prospecting use those things
as rewards if you hit your goal for the morning
treat yourself to a few extra calories at lunch or two rounds of your favorite
game on your iPhone these little things can help bring your mindset back into
the proper place these aren’t necessarily always rewards for success
as in selling something or booking an appointment but rather rewards for
accomplishing your activity goals again there’s a reason for this we know that
sales is a numbers game at times this means that if it takes you a hundred
dials to get one appointment on average there may be times where you make a
hundred and ninety eight dials without any appointments and then get to
back-to-back on the next two calls this is still one appointment per 100
aisles but it’s a tough way to get there did you do anything wrong probably not
it might have been a holiday weekend or one of a thousand other reasons why you
didn’t get that appointment the trick here is having a little reward
for the activity that you’re doing and then keep on doing it the results will
follow the hard part is sticking with it long enough to see the results so the
little rewards help keep your mind focused it can’t be emphasized enough
that prospecting is one of the hardest jobs of a salesperson like most things
in life it comes down to attitude and preparation you

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