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About David Trapani: David is the Chief Executive Officer at Sandler. He and the team at Sandler closely work with business owners and high-powered salespeople to help them eliminate the frustrations they experience in their client development process, allowing these individuals to more effectively & efficiently bring solutions to their intended clients. David joins us today to discuss the method of developing our pipeline from the inside out.

In this episode, Nancy and David discuss:

  • Developing your pipeline from the inside out
  • Establishing relationships early on
  • The center of influence
  • Thanking people for referrals
  • Tips for starting the year effectively
  • The value of having a personal brand

Key Takeaways: 

  • Start working your pipeline from the inside out
  • Get some better habits and tactics in place
  • Make sure prospects know that they can do business with us, but also that a NO is a very good answer
  • Make 2023 the year to gain commitments

“We all get referrals, I think that’s the mistake that we make, we all get referrals to find new opportunities, a client loves you. and they say, Hey, Dave, or Nancy, you should call on or I’m going to introduce you to to whomever you’re somewhat satisfied with them. Imagine if we flip that script and started asking. So we need some talk tracks on how to ask.” – DAVID TRAPANI

Connect with David Trapani:

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link:https://oneofakindsales.com/call-center-in-a-box/

Connect with Nancy Calabrese: