How sales professionals can help develop leads

04/24/2013 | SalesTrainingConnection.com

Sales departments should be involved in developing and identifying new leads, writes Richard Ruff, co-founder of Sales Horizons. It's important to choose the right time to ask for references and to keep track of customers as they change roles within their organizations or move to new companies, he writes. "If you have worked successfully with a customer and they take a position at another company, this is an ideal source for identifying new leads," he writes.

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