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If you sell B2B, you’ll want to pay attention to this. Outbound B2B...
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Before you make any type of trip… Whether it's in the car or if you sell B2B and they're asking you to make a flight to present in front of a boardroom... Before you make that trip you have to get smaller commitments from the prospect. You should not commit your valuable time and resources because there are too many obstacles in the way over which you have zero control. Getting smaller commitments will make it much easier for you to get a big commitment once you're meeting the prospect face to f
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