What Is Your Sales Pre-Call Plan?
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Athletes and sports team prepare before the game. Can you imagine a top sports team arriving to an important game without any preparation, practice or coaching? Can you imagine them not spending advance time studying the strategies and tactics of the other team?
For sales professionals, the game is the sales call. Why do we fail to pre-plan our sales calls? There are a variety of reasons. Ro Crosbie, President of Tero International explains the reasons for why we don't plan for sales calls and what research says about a lack of a plan.
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