mind your business: Gaining Market Share in a Difficult Economy:
The problem with relationships
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Over a few years, these relationships become solidified, and the salesperson is content to work with that set of people with whom he or she gets along. Given the choice of making a cold call on a prospect and visiting an existing relationship, the natural inclination is to go where it is easiest. Relationships coalesce, and the salesperson develops routines based on them.
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- Dave Kahle
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