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Working recently with several sales teams and discussing the importance of preparation (hence the name of my company Prepit!). Good prep ensures that you are seen as professional, behave as a trusted advisor and achieve better outcomes. How often do we fail to find the time to prepare, wing it and find the event isn’t the success we hoped for? Often recovering from this takes longer than the original prep would have done. Great quote from Malcolm Gladwell in Story of Success sums it up “The closer psychologist look at the careers of the gifted, the smaller the role innate talent seems to play and the bigger the role preparation seems to play.”