PART V
LEVERAGE
The last state of client engagement in your Sales Radar is Leverage—your secret sales force. The Leverage state is when you have developed your client relationships to such a high level that they are now creating opportunities for you through referrals, advocating on your behalf with testimonials, and providing case studies and references for others to learn from. In this way, those in your client base that have reached the Leverage state become an adjacent sales team.
While the word “leverage” has a modern, technical air to it, in actuality leveraging contacts is an ancient art, honed in the teaming bazaars and marketplaces that ...
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