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Are You Swinging Blind on Sales Calls?

I was watching my 7-year old son’s baseball game the other day, when a parent came up with a big Nikon camera

[that’s what parents do] and exclaimed “I know why Wes is swinging and missing his first couple of pitches, he’s closing his eyes!” Wow, a breakthrough moment. Now we have something to work on.  I was a decent baseball player growing up, so I could relate to the observation. I always found it easier to hit the ball with my eyes open. In fact, only one thing kept me from playing for the Mets. I wasn’t good enough.

Okay… on to the point.

In B2B sales, inside sales, or whatever, swinging blind gets you nowhere. Period. (more…)