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Published on Jul 16, 2009
Sales reps are often uncomfortable with calling high — talking to the real decision makers rather than the No-Pos. Its ironic, but its also no surprise: these busy execs can be unforgiving if theyre not approached in the right way. Reps who fail to capture their attention are shown the virtual door pretty quickly. But what do you say, how do you say it, and what do they want to hear?