Nadia Hopper reads chapter 3 and in part 1 we talk about why the small business owner is often not the best salesperson for the small business, targeting sales efforts towards market niches you’re most likely to win, the 7 steps in the sales qualifying process (a classic, essential tool), and the prudent use of your sales time. Then we talk about the importance of understanding how to pace efforts and expectations considering the stages in your sales cycle. After this we get specific on different sales force alternatives such as a direct sales force, an insides sales staff, and hiring and dealing with telemarketers. Other options are discussed in the next episode (Chapter 3, part 2).