It's a few minutes to midnight and I find myself suddenly stricken with a sense of dread. I haven't done my daily plan for tomorrow! We've all heard the old industry axiom of planning your next day before you leave your desk each evening. The fact is, it's so important (for me at least). It never fails. If I don't plan my day, I still manage to get a few things done, but it's never even close to what I achieve when I take the time to create a plan. With all of the opportunities to get side… Continue

I've been in sales since I was about 15 years old and have worked a desk since late 1999. I've had the pleasure (and in some cases nearly nauseating pain) of working with some of the best sales people around. I've had the opportunity to train fledgling salespeople and watch them grow and develop from rookies, paralyzed by call anxiety, into take-no-prisoners, hard line closers. But, the truth is, with all of the…

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