FOUR ACTIONABLE SALES TAKEAWAYS
-Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information
-Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time
-When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt
-If confirming a meeting within one week send a reminder the day before if confirming a meeting more than a week out do a 1 week and day before reminder