It’s widely known that generating business with present customers is easier than converting a prospect into a new customer. In this case, the customer relationship represents a key sales role in order generation.

On the other hand, growing new customers ensures sales continuity and growth. As present customer bases change as a result of mergers, business failure, or consolidation, sales agents need to look to prospecting as a solution.

This article outlines techniques that have been successful for me and my colleagues for a good number of years in a number of industries. We believe that the intent of the … Read the rest