It’s been almost 2 years since the rst edition o this book (thentitled the Passive Pipeline) was written. In that time the processesand tools available to help Sales Proessionals work smarter havebeen enhanced dramatically. Tools like LinkedIn and targeted emailmarketing have become commonplace. Technologies like Twitterand the iPhone have given us new opportunities, and a whole newbreed o sotware like InsideView, Genius.com and SlideRocket hasemerged.Many o the tools I wrote about in 2007 have been replaced with morepowerul and easier to use resources.In terms o eciency and productivity it’s a better world orproessional sales today. Unortunately, our economy has alsotemporarily handicapped us, so it’s more important than ever or SalesProessionals to work smarter and more eciently. It’s more importantthan ever to embrace new tools and processes when engagingwith prospects and customers. Those o us who take this as anopportunity to grow will increase their business dramatically while ourcompetition and those around us who choose not to do so will ndthis business climate very dicult.We’re acing reductions in sales orces across the globe. Companieswill be orced to do more with less. Those o us ortunate enough tostay employed will have to become better than ever at maximizing ourproductivity and nding new ways o conducting business.
Note rom the Author