The 3R’s of Prospecting: Relationships, Referrals, Results
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.
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.
A-B-C, Always Be Closing is bad advice. If you don’t have the relationships, you don’t stand a chance. It’s time to change the selling alphabet. It’s not about closing, it’s about connecting.
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...
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