Editor’s note: This is the last in a series of seven articles on selling strategy.
 
Top revenue producers follow a plan. Successful salespeople have demonstrated the tenacity to do the things that unsuccessful ones simply cannot or will not do. Over the past six months, we have outlined a strategic six-step process proven to be successful with thousands of salespeople from many industries. As the calendar takes us into 2005, I want to review that process, and add a few core traits the leaders of the pack demonstrate on a regular basis. Based on the e-mails ...