This is episode 321. Read the complete transcript on the Sales Game Changers Podcast website. JAMES' TIP TO EMERGING SALES LEADERS: "Pre-call planning is not that complicated, you can simplify it down to just three questions you should ask yourself before you go in. First, "Why should this customer see me?" That's the valid business reason for them to meet with you so instead of winging it, just give it a little thought, it basically speaks to your value proposition. Second, "What do I want the customer to do?" The last is, "How can I add value on this encounter?" We need to make the sales call itself inherently valuable."