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  • Are You Happy With Your Closing Ratio?

    by Susan Novicki

    It may not seem possible but we are at the end of second quarter.  And developmentally we should have enough in the pipeline to be pacing to hit our annual number.  Are you closing what you thought you would be at this point in the year? 

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  • Are You Digging Deep Enough?

    by Susan Novicki

    "Are you going broad enough and deep enough when you landscape?" This is a question I find that I ask fairly frequently. Even though everyone knows that there are multiple people with discretionary budgets at most companies, very often we tend to just target the

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  • Persistency Pays

    by Ginny Speaks

    I caught the sales bug when I was 17.  I took a job selling books door to door to put myself through college and realized at a young age that being in sales one did not have an income ceiling.  How cool is that, right?  Until you hit the proverbial sales slump. 

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