Last month I keynoted at a national sales meeting for an amazing company - Philips Medical Systems. At a social afterwards, I asked one of there their top gun sales performers (his nickname was ‘Opie’) what the key to his success was. He simply smiled and answered, “Waldo, I pick up the damn phone!” He then went on to explain how salespersons today fail to do the most critical thing when it comes to closing business – establishing and maintaining ...