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For all producers, 80 percent of new business will come from existing customer-base account rounding and cross-selling. (Photo: Shutterstock)

The way to sales success has always been doing the “right things” to solve the single most difficult problem facing producers: prospecting!

Doing the right things will generate the activity to build an inventory of qualified prospects for your sales pipeline and the cycle of simultaneously closing a sale, turning a suspect into a qualified prospect, and making a new sales presentation. Are today’s “right things” any different from what worked yesterday?

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Barry Seigerman


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