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Managing the Relationship.
I’m not a fan of cold sales calls. I think, for the most part, they are ineffective and produce little result. I prefer building a relationship over time that leads to not only a one-time sell, but repetitive business. At times, it may be a “cold” introduction that bears fruit to a relationship. But, I believe, the initial sell isn’t going to happen on the first ring. In my opinion, that is why trade shows can be so effective – it’s a…