Consultative Selling is all about dealing with customers. Sales Development is having an on-going process to build your sales volume. Neither of these definitions say anything about networking with your friends in the business. Recently, I’ve seen several situations where very competent, experienced sales people have had trouble closing sales. The reason for their slump is because of who they’re calling on. Veteran sales people often wind up in trouble because of the amount of time they spend talking to their friends in the industry, believing that if they just stay in contact with these people, their numbers will take off. This big mistake is one of the primary reasons why seasoned veterans often finish their careers on a sour note. My advice: stay in touch with the people you know, but, at the end of each week, ask yourself how many new people you’ve talked with and have been able to add to your prospect list.

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