Published by Jeppe Liisberg
In the age of email, text messaging and online communication, the telephone is often overlooked. Even now, personal rapport creates stronger client relationships, and a conversation can help prevent misunderstandings that cause a deal to fall through.
Despite these facts, sales personnel often fail to make unsolicited calls to prospects. In 2013, The Wall Street Journal reported that companies were actively training their younger sales staff the basics of making a sales call.