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– Steve Oldani, vice president/general manager, Adams McClure, a Division of Ennis Inc., Denver
"In today's marketplace, sales professionals need to adequately prepare themselves before making an initial call. Utilize online tools such as the company website you plan to approach and other data collection points such as LinkedIn and Manta to connect with your prospects. Be prepared to be an expert in offering solutions to the type of company you wish to pursue. Utilize suppliers who have already developed alternatives that bring value to your end-using account and demonstrate that implementing a solution will improve your customer's business.
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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