Jonathan L.S. Byrnes, Senior Lecturer at MIT, is an acknowledged authority on profitability management.
On this episode of the Salesman Podcast Jonathan explains how to uncover your most profitable customers.
* Book: Choose Your Customer: How to Compete Against the Digital Giants and Thrive
Nobody’s perfect, especially in the world of sales.
Even if buyers love you, your sales team and you’re building rapport within mere seconds of getting on the phone. Even if you’re blowing your quota out of the water every month. And even if you’re the undisputed leader in your industry…
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It takes thick skin to be a cold caller. The unreturned messages. The right-off-the-bat hang-ups. The downright rude remarks.
Even still, there are some people who thrive in the B2B cold call world. They’ve got the same resources as you. And the words on the page of their scripts aren’t any...