Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!
Pointclear
AUGUST 27, 2013
My advice to Steve is that when sales are needed in the fourth quarter, first telemarket old leads (older than 3 months), generated on products in stock. This cut the prospect list by 70%. We decided these were the most honest, high-probability prospects. The telemarketing time amounted to about 250 hours, over four weeks.
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