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A key characteristic I noticed among the masses of sales professionals was the fear of approaching top-level contacts when beginning the sales process with an organization. The most successful sales professionals that were consistently successful developed a comfort level in working with top executives. The sales process is exponentially more efficient and more profitable when it is started with a top executive in an organization. Tune in to today’s show with my guest Jerry Dittmer. Jerry is a visionary leader, President of the HON Company, and Executive Vice President of HNI Corporation, a le
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