9. Making Every Call Count
As we discussed in Chapter 2, “Living Inside the Database,” sales prospecting today is all about living inside your prospect database—a database that you populated by buying advertising, attending trade shows, purchasing prospects lists, and conducting general networking activities. This creates a fairly common problem for sales organizations around the world. They have huge databases full of prospects, and the sales teams really don’t know a whole lot about each of those prospects. Sure, the sales team has a prospect’s name, physical address, phone number, and likely an email address. But none of that is going to help a salesperson determine whether he should contact Prospect A or Prospect B today. None of that is ...
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