Create Your Lucky Breaks

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http://www.thevarguy.com – Think back to the last really big sale you made to a new account. Not to “Old Faithful,” but a brand new account where you faced real competition. Remember the steps that led up to the sale: How did you hear about the opportunity? How did you get that first appointment? When did the dynamics of the competition change, giving you an edge over the other guys? I’ll bet somewhere along the line you got a lucky break, and you were able to exploit it to your advantage. Perhaps you got the lead in a chance way. You overheard something at a networking event or read something in the newspaper or (IT news)