I’m not a big fan of wasting time. That’s why I avoid cold calling. The time I spend qualifying Social Selling leads literally pays off by giving me all the time I need to nurture prospects along and respond quickly when they’re ready to be contacted. I can move along to the next set of prospects in my pipeline, secure that current batch is simmering along nicely. Rob Thomas, Social Selling expert, defined this approach as “Qualify hard and sell soft.”
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