Study different manufactures by industry. Before you make sales calls, spend time researching
different industries. Read different industry reports. Determine how you can help. Then, when you pick up the phone your conversation is going to be about THEM.
In addition, an industry publication is often a great source for leads. Many publications
generate a regular “top company list.” In each issue they most likely profile multiple different
companies, and write stories about influential executives. Use this information to generate
prospect lists, and to understand a prospect before you call.
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