This is episode 723.

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Today’s show featured an interview with Andrew Barbuto, author of "Top Sales Producer: How to Crush Your Sales Quota," and his sales manager, Patrick Thornton at Basis Technologies.

Find Andrew on LinkedIn. Find Patrick on LinkedIn.

ANDREW'S TIP:  "Picture what your life is like if you are your ideal customer profile. Put yourself in their shoes. What is your day like? What are some of your challenges? You’ll be surprised at the insights you can get from that. Our job is to help our customers and our prospects. How are you going to do that unless you really understand what their needs are?"

PAT'S TIP: "Reach out to one sales professional, but any professional that you respect and admire, and say, “What’s one book that you would recommend that really helped shape and advance your career?” Read it and then see what happens."