Why It’s Important to Develop Warm Leads for your Outside Sales Team

I can remember a time when the Rep from Grand & Toy would come to our office unannounced. He would give our receptionist a few mints – the kind you see in a restaurant when you are paying the bill —  and then ask to speak to me.

I’d come out — shake hands — invite him in and we would have a nice chat and he would leave with a nice order.

Simple right?

Not anymore. Read More