SMU Data and Models
January 20, 2015
The Truth About Selling Steel: Lead Generation & Follow-Up
Written by John Packard
Timing, determination and a compelling story are critical when it comes to developing new business.
As anyone who has ever made a cold call to a new prospect knows, in this age of voice mail and email messaging it can be very difficult to get past the electronic gatekeepers who have replaced, in many cases, the executive assistants and secretaries who guarded access to the purchasing group.
