To Get Your Foot in the Door, Use a Wedge

Created: Business to Business

When building new client relationships, “getting your foot in the door” consistently presents the greatest challenge for business-to-business (B2B) sales professionals. To this end, we have identified FIVE primary “door jams:” No connection or previous relationship. Not knowing the identity of the decision maker. The contact’s own distractions. The gatekeeper. The economy, everyone in a “hold” mode. How do you

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