This month's column focuses on getting the accounts you have prioritized as the best opportunities. There are multiple ways to start the process: networking, referrals, direct marketing, prospecting letters, and cold calling are a few of the tactics.

In the early 80s, cold calling literally meant going out and knocking on doors. Once inside a prospect, you would attempt to learn the name of the person responsible for making decisions about the firm's copiers. It must have been a simpler time, because people did actually meet with representatives.

Click here for the full article

Comments (0)

Subscribe to this comment's feed

Name

Email

Website

Title

Comment

smaller | bigger

I have read and agree to the Terms of Usage.

Add Comment