Once upon a time sales and prospecting were almost synonymous; it was just assumed that anyone in sales was expected to dedicate a great deal of time to identifying and developing new opportunities. However, a decade...Connect With Us
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Monthly Archives: December 2010
Realigning Hunters and Farmers
Once upon a time sales and prospecting were almost synonymous; it was just assumed that anyone in sales was expected to dedicate a great deal of time to identifying and developing new opportunities. However, a decade...Executing a Prospecting Culture
The current economic climate is placing extraordinary demands on sales organizations, as old sources of revenue dry up and competition for new opportunities grows ever more intense. Sales organizations must rethink their whole approach to the...