The article in today's Economic Times (Indian version of the Financial times) seems to be a similar lines to what we tried to do for the retail industry. The difference is that the tactics proposed by Mr. Neil are for business-to-business sales people in the context of cold calling. However, the principle remains the same. "Focus the sales effort where and when it counts" "Focus on the best opportunities, don't go chasing everything that moves"
For those who would like to read the article, here's the link:
http://economictimes.indiatimes.com/quickiearticleshow/4180431.cms
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