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Selling to The New Elite by Chip BESIO, Doug HARRISON, James TAYLOR, Stephen KRAUS

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CHAPTER SIXFrom Passion to Execution

If one advances confidently in the directionof his dreams, and endeavors to live that life whichhe has imagined, he will meet with success unexpectedin common hours. If you have built castles in the air,your work need not be lost; that is where they should be.Now put the foundations under them.”

—HENRY DAVID THOREAU

Consider the full range of suggestions we have made for anyone aspiring to be a top sales performer, as shown in Figure 6.1.

FIGURE 6.1Blueprint for Top Sales Performance

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There’s always room to improve. Even top performers will benefit from revisiting their current efforts in these areas and further ...

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