Salespeople are reviled, but not for the reasons they think. It’s not because they’re calling unannounced. Rather, it’s because salespeople tend to be focused on themselves and what they’re trying to accomplish, rather than what their prospects want! To help us systemize how to shift the focus from ourselves to our prospects in every sales conversation, we sat down with Patti DeNucci, an award-winning ‘chief connector’ and author of the new book More Than Just Talk. She showed us how to systemize our conversations, so our focus is always on the most important person – the prospect!