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Imagine small children playing a game of tag close to a large pride of lions on the savannas of Africa. Can you see it?  This perilous situation is the reality facing most sales professionals today.  Innocence and ignorance are two sides of the same reality.  Most salespeople are both innocent and ignorant.  They are innocent until they have been violated by a cruel prospect.  They are ignorant because they lack the capability (skills and knowledge) to engage with a prospect for success.