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Sales and Service Strategies

By Jim Cranston
January 31, 2007

I coach high school football. On any given Friday night in the fall, I find myself screaming from the sidelines, 'Have a plan! Know your move before the play begins!' Why? Players with a plan are twice as likely to succeed. The inside swim move, the bull rush, the rip and the spin are all legitimate plans for a defensive end to pursue the quarterback. Once the plan's in place, you simply execute it. When the goal is to sack the quarterback, 'Bull rush the left tackle' is precise and achievable. 'Wait and see what happens' is vague and likely doomed to fail.

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