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Let's take the sales cycle as an example. Most industries have sales cycles where there's a certain time that people buy the product or service. Therefore, if you know it's coming, why not prospect, market and sell before the sales cycle starts? One of the strategies I teach in my book Flash Foresight is that opposites work better. So rather than competing and selling when everyone else does, why not sell when your competitors don't think the sales cycle has started?
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