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The 3 Ps Of Pre-qualification – Are The Fundamentals Still Sound?
An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets – that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of...
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Cold Calling is NOT Dead!
Over the past few years ‘Cold-Calling’ had become a favored activity of choice to generate Sales as it is believed you can contact large numbers of ‘prospects’ in a short space of time. BUT, I heard...
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If We’re Not Selling When Making Cold Calls, Why Are We Making Them?
If Businesses are viewing ‘cold calling’ as a sales activity that they don’t wish to do they are gravely mistaken… If they are not doing some sort of sales activity in the genre then they are missing...
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