If you're not already excited about what you do, find something to get excited about. Then radiate your excitement when you're around customers and prospects. People buy from people they like. Nothing is more powerful than building rapport and bonding with a client. Do whatever works for you, but make sure they like you.
Arrogance is inexcusable.
Get real familiar with the Mackay 66. 4. Do brain work, not hard work. If you're going to chase accounts, make them big ones. Don't waste your and your company's time on small customers that can't afford to buy what you sell. Study ancient history.