While he was still around he taught me a lot about business and life.

Some of the most important sales techniques and life lessons from my grandfather’s sales career are still valid and valuable today.

The more complex and high-dollar B2B sales deals might take 16-18 months to close.

Digital tools can definitely be helpful, but take a page from my grandfather’s sales playbook, and start your sales process by picking up the phone.

My grandfather liked to talk on the phone and valued the human touch.

You can hear your prospect’s tone of voice, overcome objections, ask follow-up questions, resolve problems and explore new opportunities mid-conversation in a way that digital tools do not allow.

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