Years ago, I got my first real-world sales experience in insurance. The company I worked for took a bunch of us straight out of college and gave us a product, a market, a script, and a list (plus a ruler to keep names and numbers straight). And let me tell you, it was brutal. The Marine Corps of sales. If you could cut it cold calling insurance, you could catch bullets with your teeth.

The biggest problem my boss had with us young bucks was [Read more...]