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Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls by Michael D. Krause

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FINDING THE DECISION MAKER

Now you have a great list of qualified companies in your customer relationship management (CRM) database to approach to set up appointments. The next step in narrowing your target market is to determine who the decision maker is whom you need to speak with when you are ready to set up the appointment. This will take a bit of investigation.

Check the company’s website and see if it lists the title and/or name of the executive most likely to handle your product or service. Although there may not be a staff directory, check press releases, annual reports (if the company is publicly held), or product development information to sleuth around for names. Also, look through newspaper and business journal websites to see if ...

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