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Prospecting 101: Do You Have A Plan Or Are You Chasing The Shiny?

It amazes me how many salespeople don’t have a prospecting system. With all the best of intentions, they spend too much of their precious time chasing what I call “the shiny.” The “shiny” has two parts: Opportunity: The new opportunity to sell something to someone – a lead, referral, market, prospect, business, etc. Technology: The perfect prospecting technology – hardware, software, application, […]

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