“If you separate what you did right from what you did wrong you can learn a lot more from failure than from a big success.” These were the words of Al Neuharth, founder and publisher of perhaps the most successful newspaper in the world, the USA Today. But there was no instant success for Al Neuharth, because as he said he learned from his earlier failures before the success of USA Today. We can all relate to this as the failure rate in presentations exceeds the success rate, but by learning from those failures our top reps become great salespeople and as a result are extremely successful and become the standard by which all sales reps are judged.
Frank Grendler
Maintenance Engineering
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