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Uploaded on Dec 5, 2008
Corporate decision-makers have absolutely no tolerance for sales spiels of any sort. If what you say in your conversations, voice mails, letters, emails or any other form of communications sounds canned, you're a goner.
Every time you talk with them, you must make reference to something that indicates your knowledge of their specific business, industry, challenges or operation. If you don't reference this, you won't have any credibility. Prospective customers take distinct notice of you when it's evident that you've done your homework.