Paul interviews Matthew Berra, New Business Development Manager at SYSCO, discussing proposal integrity, cold calling, and planning. Show Notes:  Be proactive and put a proprietary information statement on your proposal to dissuade the prospect from sharing your proposal with your competitors. The difference between a pest and a persistent seller—the persistent seller creates value at every single interaction. “The hardest door to open is the car door. You actually have to get out of that car—knock on that door.” Matthew Berra Be unique, creative. Standout in that prospect’s eyes. The 6 Ps: “Proper planning prevents piss-poor performance.” Matthew Berra “You can’t control how someone’s going to feel that day, how someone’s going to talk to you that day. All you can control is your attitude and your actions.” Matthew Berra Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.