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Prospecting isn't an event, it's a campaign

from By Marc Wayshak

Bill is responsible for sales at his company and considers himself a tenacious worker. Whenever he discovers a new prospect, he enters him or her into the system. From there, he will attempt to contact that person by phone, through email and even via office visit, if possible. However, after a number of failed attempts, Bill is likely to toss the person into the sea of dead prospects. Does this sound familiar at all to you? Instead of adopting this common haphazard approach to prospecting, it's time to think of every outreach effort as part of a larger campaign to engage prospects. more


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