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I delivered a training course for a company specialising in equipment for maintaining sewer infrastructure recently.
Someone mentioned what they called the 'old' way of doing business; picking up the phone and calling prospects direct.
Linkedin is a fantastic way to make those cold calls much more productive with background information on your prospects AND pre-existing rapport before you get in touch.
If you use Linkedin in the right way, it means you're much more likely to have productive and rapport-filled phone conversations.
Hope it's helpful!
For more information on how you can get more leads from Linkedin in 3 easy steps, contact Tom Mallens on www.Linkedin.com/in/tommallens, email@example.com, +44 (0)1926 678 920 or follow me on Twitter at @TomMallens.