Secrets to success from the industry’s top distributors

By Sean Norris

Build relationships

"Don't sell. Connect. Build a relationship. Find out what makes [prospects] tick, what their challenges are. Engage them, and sooner or later, they will ask you to sell to them."
- Rick Greene, MAS, regional vice president, HALO Branded Solutions, Chatsworth, Calif. From "The Lost Art of the Cold Call: Why cold calling is still worthwhile—and how to do it right," Print+Promo, March 2014