Rainmakers talk to the right people

Successful Rainmakers and business developers know that when building a relationship with a new client, or going deeper within an existing organization, it is essential to assemble a diverse group of contacts. Having an established network of trusted advisors or advocates can accelerate your success …

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Follow-Up to Succeed

A quick internet search will reveal multiple sources indicating that approximately 80% of sales are made between the fifth to eight contact and that only 10% of sales people follow-up more than three times. Although I can’t find the exact source, I know from personal …

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