CHAPTER 4
Designing Your Digital Selling Engine
Many of us grew up in the world of outside, outbound selling. Not all that long ago that was basically our only choice! I love to make people laugh in my workshops by sharing stories about my early days swinging by the bank to pick up rolls of quarters so I could stop at a pay phone to make follow-up calls on the way to my next appointment. It seems like the Dark Ages, but we closed millions of dollars in revenue every year before websites and email ever existed.
Although that’s where I started out, I certainly did not stay there. What is shocking to me is how many in this profession—even some half my age—are stuck in what I affectionately refer to as “old-school selling.” It went something like ...
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