ACTIONABLE TAKEAWAY
Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response.

Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate.

At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill.

It's okay to sometimes lose a negotiation in favor of getting the deal done.

Whenever possible, you should opt for a live conversation with your prospects.

Abandon the belief that activity equals achievement. Instead, recognize that your job exists to accomplish outcomes.