CHAPTER 7
Are You Prospecting or Wasting Your Time?
The problem is too many salespeople spend time doing things they think are going to bring them prospects, when in reality all they’re doing is wasting time. For example, many salespeople can spend a ton of time networking with people who have zero potential of ever being a customer. They may even know there is zero potential, but they network with them anyway, thinking somehow these people are going to magically give them amazing referrals.
Counterintuitive Lead Generation
If you think finding leads is the responsibility of the marketing department and you don’t need to worry about it, do me a favor. Stop reading—not only this chapter, but also the rest of the book. Yes, a key part of marketing’s ...
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