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Oct 14, 2021Liked by Enterprise Sales

I like the analogy of explorers, settlers, and prospectors. Sometimes management makes the mistake in thinking that all sales people are coin-operated. Instead, it's a subset of sales people. Some want cash, some want to feel significant, others want adventure/challenge.

And this line is, imho, the most important of all: "If you bring on Prospectors before you have a well-established sales process, you will set up the Prospectors for failure. "

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