As I mentioned a few weeks ago in my post The Number One Factor to Winning New Business Today, a sales person can’t relying solely on prospecting to find new business. To find new business, we must be perceived as experts on our customers’ businesses. Becoming an expert is straightforward, but how can we be perceived as experts?
In today’s environment, there are three types of activity that every successful salesperson must tackle to become the perceived expert, and secure appointments with new prospective customers.
