By Jill Konrath, Contributing Editor
I remember the first time it happened. It was on a Thursday, about 4 p.m., and I was worn out after a day of cold calling. I hadn't uncovered even one viable prospect. Enough was enough! Time to go back to the office and do some paperwork.
When the phone rang, I answered it tiredly. But by the time I hung up, I was a new person. I had just talked to one hot prospect!
Her company was BUYING! Not just looking—BUYING! They needed several new systems to handle their growth. And they wanted to make a decision quickly.
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