When it comes to sales, the sales you are putting on the books today are the income and your sales pipeline and customer list is your equity. Income today gets spent tommorow, but a solid pipeline is something that you can tap into in the future because you have laid the foundation for a potential relationship. The problem that most salespeople have, though, is that there is not enough time in the day to keep the sales cycle going with people that seemingly have no interest t…
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