In the corporate world, companies sometimes distribute a portion of their profits to shareholders in the form of dividends. Generally speaking, dividends are a positive sign: the company is doing well, well enough to share the profits with those who own company stock.

Of course, the only way to become eligible to receive these dividends is to invest in the company paying the dividend. You must choose first to contribute before you receive a share of the profits in return.

Funny how this concept is paralleled in the world of sales, isn’t it?

The return phone call, the meeting acceptance, the sole-source bid, the purchase order, the referral – are all dividends paid out in relationships with our customers. They’re what every salesperson craves. But just like in the corporate world, you’ll never reap these dividends unless you become an investor first.


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