This is episode 830.

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On today's show, Fred meets with Eric Appel, Worldwide Head of Sales; and Dean Scontras, Vice President, SLED at Island.

Find Eric on LinkedIn. Find Dean on LinkedIn.

ERIC'S TIP: "Life rewards action. Always be moving forward, moving sideways, just be moving. Attacking accounts, learning about your customers, and discovering what's important to them only happens when you're active."

DEAN'S TIP: "The true measure of a successful salesperson comes down to grit, and how they create qualified pipeline in a short amount of time. I do think grit directly transforms into how effectively you generate pipeline."