Cold calling is often ineffective in the current sales climate, but inbound marketing is on the rise, writes Jason Gervais of WSI Milton. This technique "is about getting involved while your prospective customers are doing their research and becoming a resource in helping their decision making process," he writes.
Due to the wealth of information available online, prospective customers usually have a solid understanding of your product or service by the time they decide to talk to you, Gervais adds. By that point, "they just want to talk price and value of buying from you instead of someone else," he writes.
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