“Getting in early with the customer means being proactive, not reactive; generous, not selfish; relational, not transactional. It also propels your career and usefulness.” I’m told that by 4.30am you will find owners of business on the road with traffic nowhere in their sights, nor thoughts. By 5.30 am, MDs have driven to work, traffic
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Fighting to be in a scoring position will mean letting go of sales sometimes. Which is fine if that was the only way to assist the buyer get what he needs. “Always fight to be in a scoring position.” So, a Director of Business Development reader friend of mine used to tell the players of