Bob Howard makes a case that telephone prospecting is a business process with identifiable components that can be monitored, measured, analyzed and improved.

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Commentary - Why Prospecting is a Process

Telephone prospecting is a proven, proactive way to grow your business.  You may not realize it, but it is actually a very straightforward business process.  A tough one, for sure, but a lot more successful when approached as a process.  This podcast interviews prospecting experts to explore the core elements of the telephone prospecting process and ways to assemble them to achieve greater success.

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