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Sports analogies are perennially useful. Consider, for example, the phraseologies of football. For anyone who needs to sell in order to eat, football announcers offer a rich vocabulary focused on the goal line — on getting close to the real payoff and then focusing mightily on making the score.

An analogy pertinent to the art and science of new business generation is the “red zone,” which refers to the final 20 yards the team must traverse before the goal line. Here, the key players deploy their most exacting and customized plays to hit their target.

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