Constructing a prospect pipeline

Graham, John
June 2005
Proofs;Jun2005, Vol. 88 Issue 3, p34
Trade Publication
Presents several elements of implementing a pipeline strategy for businesses in the U.S. Identification of prospects as customers in the making; Cultivation of relationship with prospects; Invaluableness of a salesperson; Demonstration of leadership. INSET: Henry Schein acquires Ash Temple.


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