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    line and some general knowledge of the company regarding whom they were calling. With the advent of the
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    Having been involved in sales for most of my career, I can attest to the many successes and failures of various colleagues. In trying to determine the root of those that had problems selling, it can be summed up in a few words; lack of preparation. These poor people would knock on a door or make a call with almost no idea of what they were going to say or how the sales call should go. What they needed was an outline and some general knowledge of the company regarding whom they were calling. With the advent of the
    Who Are Your Best 10 Prospects?
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    various colleagues. In trying to determine the root of those that had problems selling, it can be summed up in a few words; lack of preparation. These poor people would knock on a door or make a call with almost no idea of what they were going to say or how the sales call should go. What they needed was an outline and some general knowledge of the company regarding whom they were calling. With the advent of the
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    d up in a few words; lack of preparation. These poor people would knock on a door or make a call with almost no idea of what they were going to say or how the sales call should go. What they needed was an outline and some general knowledge of the company regarding whom they were calling. With the advent of the
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    most no idea of what they were going to say or how the sales call should go. What they needed was an outline and some general knowledge of the company regarding whom they were calling. With the advent of the
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    line and some general knowledge of the company regarding whom they were calling. With the advent of the Internet, this is inexcusable. The ability to research a specific company or industry has become as easy as clicking a mouse.

    In my day, I had to read journals, look in the phone book, or ask around to get even a glimmer of information. But I would arm myself with whatever was available before entering the business. If not, I might look like a fool. Suppose I was going to see a dentist. I was a Yellow Page

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