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1) If you are reading this on your laptop or Blackberry in a Starbucks, and you've been there more than 30 minutes, then walk out right now! Go call on a prospect.
2) Call all of your outstanding proposals (live quotes). I once rode 50 miles in the dead of winter through Iowa with a print salesperson. It was a team call on a great prospect. My salesperson asked the buyer about the quote she provided in August. The buyer responded, "Oh, I awarded that job in late August." Inexcusable. The salesperson had made no effort to sell when the decision was still open.
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