The penultimate chapters offer some of Andy Paul's best advice with regards to cold calling, prospecting, qualification and pipeline. 

Quality over quantity seems like an obvious rule, however sales professionals often find themselves lowering their standards in an attempt to artificially broaden prospects and their pipeline.

Jonny and Mike continue their discussion on maintaining a value-based approach. This covers knowing where to invest your time despite immense pressure from superiors and most importantly, knowing when it’s time to qualify out and move on.

Is it the deals you do, or the deals you don't do, that progress you further?

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