The New Math of Prospecting: 1 = 3

The New Math of Prospecting: 1 = 3

One of my favorite topics of discussion is prospecting. I am fascinated when a salesrep will tell me they have a great offering and they know exactly whom to call and what to say. Their enthusiasm is a major plus and confidence is essential, but their focus is just...

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Cold Calling. Do your selling tactics work?

Cold Calling. Do your selling tactics work?

Are your b2b selling tactics a little on the weak side? Don't worry, you are not alone. When I conduct practice calls with salesreps and marketeers, I am amazed as to how many don't remember or utilize the basics of winning - especially against stiff competition. On...

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