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In sales, people are your business. If you’re stuck in the sand, you can’t go out and find people; you have to hope they come and find you. And, as you know all too well, that’s not the way things work. Rescues are a rarity. Only if you are willing to ride the wave and take the risk of being rejected do you truly stand a chance of having some amazing things begin to happen to you during your sales career. To succeed, you must be able to create demand in decision makers. You need to put yourself in the position to create sales opportunities, not merely in position to respond to them.

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