Many sales people confuse having some knowledge of a prospect before reaching out to them with a full blown research project. Just as having no background is dangerous, letting things swing too far the other way is also risky. As with many things in sales it comes down to the balance between time, returns and other factors.
How Much Research? – Sales eXchange – 53 - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5069 days ago
Made Hot by: starresults on July 3, 2010 9:10 pm
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