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B2B Lead Generation Articles on A toast to a past job
- A toast to a past job
  Inside Sales Tips Blog | Sep 07, 2010 | Permalink
  Every time I teach one of my insides sales courses, one of the first things I do is ask what the folks in the room did prior to becoming inside sales people. Not only does this help me to know them better, but when we get to the part of the course where we talk about the importance of knowing the prospect's business, I can link it back to some expertise in business areas that the reps, in many cases, had forgotten they had. We're all experts in something related to business, and the kinds of questions I ask the reps, they can in turn ask to their prospects. Asking great business questions is often as simple as simply being interested. A few of my past jobs generally surface as part of the class, too. I thought about one of them this week, because I read Brother Korte's obituary in the n...
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