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There are two words that can strike fear into the heart of any salesperson: "cold call."

But, challenging as it may be, the ability to pick up the phone and create a relationship is a critical skill for any successful salesperson.

While those first few phone calls may cause your h

If you worked as a doctor or sky-diving instructor, you would be well-versed in your job's risk levels. It would feel like second nature to talk about it. Why not in sales?

Risk management in sales feels less like second nature and more like a second thought. Understanding your risk is e