Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

Horstman's Corollary Parkinson's Law states that work tends to expand to fill the time allotted for it. Horstman's Corollary is the converse. It describes how work contracts to fit into the time allowed. I simply changed the paradigm the reps were working