The way we sell has changed dramatically over the course of the thirty plus years I’ve spent in the profession. When I started, the major focus was on cold calling; reaching out to potential customers to start the engagement. But the world has changed and, especially since the advent of the internet, customers now buy in a completely different way. They research more, they look for recommendations and cold calling isn’t as well received as it used to be. Which means that, as a sales person, we rely on incoming leads far more than we used to. That’s all [...]