Coming July 26, 2005 to TechnoFeature: Eager to work your sales speil on anyone with a pulse? Don't assume prospects need your services or expertise before they indicate a genuine interest — or before you know their true needs. Otherwise, you end up making a self-promotional pitch, which, at best, leads to wasteful, premature selling and, at worst, kills the opportunity. Let Susan Saltonsall Duncan show you the best way to secure a new client, and how to make the most of current professional relationships.
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