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Our Current "Framing the Issues" Newsletter
Every time I begin work for a manager with a sales opening, I experience the inevitable caboose on the train of "job specs." At the very end of our conversation about the company, the opportunity, the job requirements, the territory, etc., etc., comes the statement, "Oh, and he needs to be able to cold call and prospect as well." While everyone needs a salesperson who is comfortable prospecting for new customers, the amount of time your salespeople have to prospect is directly correlated with how much you market your company. Read on for some tips on matching these two elements.
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