By Sandy O'Dell
Getting on the phone to sell cold is sort of like exploring a very large and somewhat intimidating city for the first time: Initially, it can be more important to know where not to venture in order for your experience to be a rewarding one.
On the phone, I have earned more than a few lumps stumbling into pitfalls in this tricky landscape. While I continue to learn new ways to navigate an organization in order to reach my prospect, I know at least five routes to avoid:
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