3 Crucial Steps to Help Stop Chasing Bad Prospects
SBI Growth
DECEMBER 2, 2012
Five weeks ago I shadowed a sales rep on a series of calls during a typical day. The day was extremely productive…until we landed on a prospect he had been calling for 6 months. This call was brief, and matter of fact. The prospect was courteous, polite, and even sounded happy. But after the call, I found out that this scene was identical to one that had occurred at least 6 times before.
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