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Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon by David A. Monty

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Building Trust Before Opportunity

As you go to work, your top responsibility should be to build trust.

—Robert Eckert

Continue to level the playing field. You have established your online presence in order to show capability. You have utilized warm introductions to show capability, intent, and result. None of these is a new concept, but hopefully you have a better understanding of why they are important. The most important strategy discussed so far has been to focus on the customer relationship rather than on the immediate opportunity. This point was driven home with information about improving sales skills, managing opportunities, avoiding ...

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