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Years ago, in a television show called ‘Dragnet’, one of the detectives was commonly heard saying “Just the facts, ma’am!”

In today’s world of sales, sales leaders have a tendency to let their teams off the hook, and take what the salesperson say at face value, without probing for the facts.  Fact often requires supporting evidence and strong leaders use the word ‘evidence’ as part of their pre-call and debriefing strategies.

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