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Friday, October 19, 2012
October 19, 2012
Have an opinion? Add your comment below. -
I'm concerned ... because I'm seeing it. I'm concerned that the access and convenience of e-mail and A.Es with Blackberrys have replaced face-to-face calls. I observed it firsthand.
A rep genuinely thought what he called "a thorough e-mail" was as valuable as a real call. And, he explained, I can knock out 30-40 of these a day.
That scares the hell out of me. And I hope I don't have to explain to you why.
Simple solution. Ask your reps when was the last time they sat down face-to-face with each of their top-20 clients. I certainly hope more than half of them were in the last 14-21 days.
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