Strategic, Finite List of Accounts That You Commit to Pursuing

The first place we got to get clarity and focus is, who're we going after exactly? I never see a successful sales attack when there isnt clarity and focus. My number two thing is i would monitor the % of time that my sales team actually spent selling. Forget technique, forget process, forget story. It's shocking to me how small a percentage of time. Most true. And i will tell youfor the fact that i love his first book, and 80 % of it about how to do that better.