You’re in sales and it is your responsibility to own the customer. Yes, it’s a tall task but to own the customer means you’re the one that gets things rolling or as many would say, “close the sale.” I prefer to say, “open the sale” but we’ll save that for another day.
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If you’re the one responsible for closing the sale, you should be the one responsible for the sales process and for the leads that start the whole process. If you believe this and I hope you do, then why do you allow marketing to control your leads? It’s time to stop relying on marketing and go get your own leads. Your own leads are waiting for you; they exist by way of referrals from existing customers. They already exist by way of those you know that suddenly raise their hand and show interest. They exist because you know your
