Every sales rep worth his salt never stops hunting. I’m not going to wait for the phone to ring. If there’s someone I want to reach I’m going to make the call. It’s that simple.
Cold calling stopped being a viable lead generation option years ago. But for some reason some companies hold onto it like it’s an art form. It’s not. It’s futile.
Trying to land a strategic account? Circling The Prospect means finding multiple people to recommend you, and squarely put you on the prospect’s radar. Forget about getting one introduction, get six.
Prospecting for customers is more than hunting and cold calling. Business development is a process that focuses on the 3R’s: Relationships, Referrals and Results.
Splitting a sales force into hunters and farmers is a popular model. The hunters are responsible for new business development, while the farmers work on managing and growing the existing account base. The concept brings a Taylorist view to sales force design, and one...
There's something very cathartic about blogging. You can't simply write one article and walk away. Every week you have to come up with new, fresh and interesting content. It's a lot of work, but it's also highly rewarding. I have been writing articles and blog posts...
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