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Search engines and social media have certainly changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. Even today, the key to success for every salesperson is his pipeline of prospects. Top producers are still prospecting. All. The. Time.
However, buyers have evolved, therefore your prospecting needs to as well. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting...
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