It’s typical for 20% of the salespeople in an organization to be responsible for 80% of production, says Josh Pitchford, a consultant with Sandler Training. It’s also common to not recognize what sets those superstars apart… it’s a mystery even to the salespeople themselves.

Josh shares strategies for distilling what top performers do into a process that everybody can follow, which results in more sales success across the board.

A big part of that revitalization is recognizing that not all prospects are created equal.

We talk about how to determine the accounts worth going after, as well as…