A few weeks ago I was meeting with a friend (Terry) who is an executive in a mid-size company and we ended up talking about sales people. At one point I said, “As a sales person, it’s really tough to connect with people like you. Don’t you ever answer your phone?”
I recently received a call from an old supplier, who was obviously not prepared for the call. I started wondering, how many salespeople prospect old clients, without taking 5 minutes to prepare and risk losing an existing customer?
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