The Pipeline
SEPTEMBER 25, 2013
I usually start my Proactive Prospecting workshops by asking “Who here can make quota strictly from their base and referrals from that base?” The rule being that cold calling is a key and necessary (evil) part of successful B2B selling.
The Pipeline
FEBRUARY 27, 2012
For example, one of the large wireless carriers here in Canada is part of a larger media company, or conglomerate, they own TV outlets and magazines. In this case it will have an impact on my view when it comes to renewing my wireless agreement. Territory Alignment. Social Selling. Time Allocation. Time Management. Voice mail.
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