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With that in mind, salespeople need to think critically about how they work. Some approaches are better than others and help get those doors swung open.
For example, Mark Henry, channel manager at Creative Digital Imaging in Bangor, Maine, makes every cold call count.
"I try to accomplish three things in every cold call: be respectful of their time, identify a challenge their industry has and how I can alleviate that pain and offer to meet on their terms–—even if that means I need to get on a plane that afternoon," he said.
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Melissa Busch
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