Sales is a lot like baseball, according to Lauren Bailey, president and founder of Factor 8. “You can’t get home, if you can’t get on first (base).” It just so happens that getting to first base is one of the most difficult aspects of a salesperson’s job — that initial conversation.
“You could be the best seller with the best demo in the world or you could have 37 years of logistics experience that you’re willing to share, but unless you can get somebody to talk to you and listen, it doesn’t...