Networking Is a Key Part of Prospecting

Networking Is a Key Part of Prospecting

Most sales pros know they should network to help them more effectively prospect for new business. I remember as far back as high school being told by my guidance counselor that I needed to “meet a lot of people and build a network.” That was great advice back then and...
Annexing Competitor’s Clients

Annexing Competitor’s Clients

Much earlier in my career, I taught a course at my local university as an adjunct professor. It was an upper-level course offered in the spring semester. I was probably a little too soft as a grader, so the course was known to be not the most rigorous one in the...