referrals and introductions

  • Leads are Making Salespeople Lazier Than Old Golden Retrievers
    • July 7, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    lazyNot too long ago, before the advent of social selling, if a salesperson needed to add new opportunities to the pipeline, there were basically two options:

    1. Make cold calls; or
    2. Call existing customers for referrals and introductions.

    Interestingly, this choice

    …
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