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201 GREAT IDEAS for Your SMALL BUSINESS, Third Edition by Jane Applegate

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GREAT 114 IDEA: Free Up Your Sales Team to Sell

Most salespeople love to sell but hate to generate their own leads,” said the co-owner of a financial planning firm in Orlando. “So we invest a great deal of time and money for telemarketers to generate leads. This frees the salesmen to do what they love to do the most—sell.”

It seems odd, but sometimes the most aggressive salespeople are reluctant to find their own leads. That's why it is a good idea to rely on someone else to do the prospecting. This would be a good project for a freelance marketing person.

Taking a two-pronged approach works especially well when you are selling a high-end product or service, such as financial products.

Making a sales appointment is critical to success. People ...

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