Sack the Bottom 10%

Sometimes you’ve invested so much into a project; you’re wary of pulling out. For example, I bought a collection of lights for my video studio, huge barn-door halogen lights which cost over £500 and meant you suffered sunburn every time you worked under them. Along came LED lights which emit next to no heat. Initially, I was wary of disregarding the barn doors since I’d spent so much on them, reluctant to make a move. It’s similar in sales or professional advising. Have you been prospecting the same customer forever?…

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