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Decision-makers will always meet with salespeople who’ve been referred by people they know and trust. (Photo: Thinkstock)

I recently scored a meeting with the CEO of a Fortune 500 company. It took me one call to get on his calendar. Why? I received a referral introduction from his trusted friend and advisor.

During our 30-minute call, I learned what this CEO expected from salespeople and what initiatives he was driving. He referred me to his Global VP, who has been more than willing to help me make connections within the company.

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