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Letters, Faxes, and Emails

These can be effective ways to create demand, either on a companywide basis or within a salesperson’s territory. If best practices are going to be shared companywide, Marketing should provide a readily accessible inventory of sales-ready messages that are industry and title specific, so that individuals are not reinventing the wheel. Let us defer this discussion until the next chapter, where we’ll focus on prospecting efforts within an individual territory.


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