Sharon Drew Morgen: First Contact: What to Do, Why, and How to Get Better Results

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How do you qualify a lead? Sharon Drew Morgen, Developer of Buying Facilitation, shares her view on why current approaches may not be working. She suggests that by using a different focus and changing your ‘first contact’ criteria, you can enter your prospect’s world and get onto the Buying Decision Team much earlier, and close more/quicker. But it requires a new skill to add to your sales model.

Read the entire article here.