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One ad veteran's secrets to scoring business...plus, why you should integrate sales and customer service
Everything in life is a pitch.
At least that's how Don Peppers sees it. And he should know. Co-author of The One to One Future (Doubleday, 1993) and a 15-year advertising veteran (including stints at the former Saatchi and Saatchi and Chiat/Day), Peppers now runs his own consulting firm, Marketing 1:1, where he spends his days selling his own services-and teaching clients how to sell theirs. In his new book, Life's a Pitch and Then You Die (Doubleday, 1995), Peppers shares his selling secrets with the rest of us.
Before you can pitch, the author says, you need to get in the door-and that means you must know how to prospect. Appropriately, Life's a Pitch is divided into three...