Mastering the Sales Fundamentals
Then, it was very difficult to acquire information about your prospects. Now, its impossibly simple to find information about your dream clientsif you do the work and use the tools.
Then, there werent a lot of ways to prospect. It was door-to-door. It was cold calling. Now, your clients have their own communication preferences. Those preferences might not include face-to-face visits or telephone calls.
Then, the best way in was to find the highest possible authority and ask them to front you into the organization. Now, the best way in is whatever way worksas long as you can find your way vertically and horizontally through the organization.
Source: S. ANTHONY IANNARINO, The Sales Blog