Growing New Business: Rediscovering the Lost Art of Prospecting

With contest becoming fiercer, numerous com­panies are rely­ing increasingly more on growing new busi­ness to make their primary concern. For some sales­people who pros­pered before, this change in strat­egy is a genuine dilem­ma. Why? Since for the majority of these salesmen, prospecting has become something of an under-appreciated skill. As one project supervisor expressed, “A…
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