Prospecting

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A Rich Source of Overlooked Leads

If a prospect was good enough for you to have competed for their business in the past, then they’re good enough to pursue now. If you wanted the account bad enough to compete for it, losing the opportunity is not a good enough reason to give up…

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Phone First. Email Second.

Phone first, followed by an email.

It's a mistake to send an email when you should make a phone call. Email is easily ignored. Especially a self-oriented email that supposes that your dream client wants to learn all about your company and your…

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The Best Medium for Prospecting

Effective prospecting requires that you choose an effective medium for communication. Some forms of communication are more effective than others, often by a wide margin.

  • Face-to-Face: This is the platinum standard. The more important the…
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