I see it happening all the time, especially for new and/or inexperienced B2B sales people.
The article is taken from one of Jill Konrath’s blog. Jill has been in B2B sales for many years and has written a couple of books, specifically on B2B sales.
You may also want to read my article on B2B SALES & MARKETING INHIBITORS.
And Jill’s article is excellent and I recommend you read it by GOING HERE.
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