‘He who hesitates is lost’ is a saying I have chosen to kick off this topic.
Why?
Over 50 years of empirical research into sales success shows that people who do not hesitate to prospect for new opportunities in new and existing accounts on a constant daily basis are five times more productive on average than their hesitant* colleagues. Five Times!
This research shows that businesses and their people can no longer rely on their technical competence, passive referrals, reputation, brand, or blanket advertising and marketing alone to bring in new business and revenue streams as they may have done in the past. They also need to effectively self-promote and prospect for new business using professional and ethical sales strategies and demonstrate real value for … read more by subscribing.
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