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Episode 39: The Elam Ending & Switching Sales Scoring Systems to Improve Prospecting 

In episode 39, we examine the change The Basketball Tournament (TBT) employed to its scoring system and how a similar change can incentivize and promote more prospecting activities, which many sales professionals are NOT doing now due to the hot market. Yes, it's a great market, but we know every bull ride ends with a bear fight.

We work in a cyclical industry and after 110 months of economic growth, now is the time to prepare for the slowdown. The best companies—and sales pros—are always actively prospecting. Here is a simple method to encourage more of it. Thanks for the listening.