Episode 16 – Reaching Decision Makers with Marhnelle and David Hibbard

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David and Marhnelle Hibbard are the authors of a new book on sales called SOAR Selling: How to Get Through to Almost Anyone–the Proven Method for Reaching Decision-Makers. You know I have strong feelings about salespeople using the telephone. I picked up their book and invited them Into the Arena to talk about whether cold calling is dead, choosing targets when prospecting, and what salespeople need to change to reach decision-makers now.

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