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P. 163

Applying social selling to engagements







        •      Prospecting


                  •      Passive listening and inbound connections



                  •      Active searching




        •      Research


                  •      What’s important to your customers?


                  •      Who will should be involved in the sale?



                  •      How are people connected?



                  •      How should you connect with them?



        •      Finding and Connecting to the right people








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