Your sales team already knows the value of a well-placed connection. Existing clients, board members, alumni -- each provides an entry point into your prospective customer base, a way of securing warm introductions instead of relying on cold calls.
So any salesperson worth her salt should already be accustomed to digging through her Rolodex for connections to prospective clients. Perhaps, as a sales leader, you've also dived into the old contact list to help fill the funnel.
But what about all your other employees’ contacts? Are you leaving potential revenue on the table by not fully leveraging the relationship capital of your entire organization?
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