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Making Your Site A Lead Generation Engine By Bob Sullivan For decades, we've hired sales reps to be hunters instead of farmers. We've even coveted our neighbors' (competitors) hunters. Perhaps this recession, along with more effective gate-keepers, (receptionist and voice mail), and the "Walmartization" of buyers, shows us that hunting has become too tough and expensive. Today our hunters are having a harder time opening doors. Middle managers have disappeared and "C" level executives are too busy running from meeting to meeting, since they have fewer middle managers to sit down with our hunters. Our sales reps – our hunters – are not getting a shot at engaging a decision-maker in a solution selling approach. Maybe we need a different approach. GET HUNTED! Continue Reading

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