Our guest on this episode of Best Selling is Will Barfield. Will is the CEO of Barfield Revenue Consulting which is full-service sales consulting and talent acquisition firm located in Raleigh, NC.    On this episode we’ll dig into the characteristics of a great sales person and why some are more successful than others. Will also tells his story on how he got started in sales using a phone book and a box of cards.    Episode Highlights:   1:58 - What successful sales reps look like   12:12 - Why are some sales reps more successful than others   32:56 - Self taught sales by picking up a phone book and calling on cards   36:40 - Eating Wish Sandwiches to survive