In this segment we get into the nuts and blots of structuring a cold call. The full audio interview is available here, and you can follow along with the powerpoint slides below or Download the PDF. Feel free to Like or Plus this post if you like what you read.
Most writers on this topic look at “Pipeline” or “Funnel” management as a singular tool for sales executives and management. Sales personnel normally look on it as a an administrative task they must deal with, and management often regards it as a low value activity because the data is generally unreliable.