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Farquharson, who started his career selling business forms for a large company, said the most important component is diligence.
There are more than a handful of salespeople who are scratching their heads, wondering why their voice mail messages go unreturned, he observed. There is a misplaced expectation in the sales world that leaving messages means one will get returned. That is simply not the case, Farquharson continued.
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Melissa Busch
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