I am not the author, but my advice would be: -Focus on the "Sales Process". You won't go anywhere without first identifying the need(s) of the prospect and mak

I am not the author, but my advice would be: -Focus on the "Sales Process". You won't go anywhere without first identifying the need(s) of the prospect and making sure they know that you understand their need(s). Then determine who the decision-maker is, so you don't waste your time selling to the wrong person. -Approach prospects via email AND phone, until you've figured out which method they prefer. -Don't give up until you've received a clear rejection. Offer rebuttals to their objections. Stick with those rules, and work to refine your pitch. Persistence is key!