Time is money—which means you're pouring money down the drain when you spend your time on low-percentage selling strategies.How many times have you cold-called someone with no expectation that they'd have any interest in your pitch? How many times have you had to crowbar your way into someone's office to make a presentation? How many deals have you poured hours into, knowing that they were doomed from the start?Don't just work hard—work smart. Read this book for the high-percentage plays in sales that will take your game to the next level. Discover how to:Craft a cold call your market wants to hear—Get more appointments from fewer cold calls—Get more sales from fewer appointments—Find segments of your market that no one else is selling to—Figure out which of your customers are making you money and which are costing you money—Stop wasting time on people who aren't going to buy from you