Marketing Is Sales Support --Sherburne

“It’s an effective system that requires rigor and discipline,” Morrissey adds. “If you get off track, you can go back to the steps to see where [it happened], and do it better next time.”

Patrick shares this amazing piece of advice about his program: “On the first sales call, leave your products, services, brochures and samples at the door. You should spend the time listening. Keep in mind that leading up to that vendor meeting, before you were invited in, there were probably six to 10 meetings that had been held in the organization over time, and you missed those first 10 meetings.