Still Selling By The Numbers?

For years, sales managers and sales trainers have been saying that sales is a ‘numbers’ game. I can recall my first sales manager telling me over 35 years ago, “If you will see enough people, you will make enough sales.” First of all what’s enough sales? Second of all, how many is enough people? Thirdly, is this the best approach to take to prospect for new business? When I wrote Soft Sell in 1981, it was the result of trying to figure out what was the best approach. After years of

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