Ways to enhance your company's approach to prospecting

04/10/2013 | Sales Prospecting Perspectives blog

Your sales department must cut through the glut of data facing it and identify what really matters, writes Mike Ricciardelli. In business-to-business sales prospecting, this means you should have an understanding of your organization's active contacts and accounts, he writes. You also should ensure that inside sales representatives are learning from previous rejections.

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