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Entrepreneurial Selling by Martha Rivera-Pesquera, Vincent Onyemah

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CHAPTER 7

The Forgotten Prospects

I would say networking is the best thing. You can never network enough because you never know when a business meeting from three years ago is going to come back and help you.

—Joel Cam, Joel Cam’s Design, Boston, Massachusetts

Throughout the course of this book we have focused on how to prepare for engagement with prospects, get the proverbial foot in the door, and point out to prospective targets how a new entrepreneurial idea can solve their problems and make their own businesses run more smoothly. This section covers those common yet easily avoidable mistakes.

Marketing Channels

In their quest for initial sales, many entrepreneurs forget an important intermediary stakeholder: the marketing channel. Examples ...

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