"Achieving Sales Excellence" by Jerry Acuff

"Most sales organizations have a bell-shaped curve. Maybe 10, 15, 20 percent of their people are in the disproportionately successful side, a bunch of people in the middle, and they've got some people who are struggling. And we've looked at what those disproportionately successful people do. What we've come to learn is that there are fundamentally four things that all of those great salespeople do."

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