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In this episode, Scott and Robert discuss the process to qualify and pursue potential sales leads, as well as tips to help you position yourself at a conference. Key areas we cover are:
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Podcast Notes
02:56 – How to quickly identify whether you want to pursue a person as potential sales lead.
05:55 - Lessons when you’re out calling people on the phone or email.
06:25 – Taking leadership in the conversations.
07:16 – The types of selling approaches to use.
09:18 – The number one tip of the day.
10:38 – Qualify your lead or your conversation first.
12:35 – Learning how to position yourself.
15:25 – What you should be doing for value proposition.
20:00 – How long to generally wait before trying to create more contact with potential leads.
23:45 – What to do with the people that you weren’t able to touch base with at a conference.
27:15 – One thing you notice you’re not doing at a conference.
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