I've, I Agree With You

In most industries, anyone who has more than 15 years of experience is considered to know their stuff. But in sales and marketing, if you have more than ten years of experience, it is of limited value. What i got the impression from reading the book as is that we need to put more emphasis on starting contact before we actually build relationship with customer. Reference, a, veace about all the great phone calls and so on - yet we still have bing segments of large groups of people outbound dialing for leads. Failing to understand what interests there are in us is also demoralizing'