One of the most productive use of a salesperson's time is usually to call on existing customers, rather than prospects.

Question

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Existing customers have already shown interest in the company's products or services, and a salesperson can potentially upsell or cross-sell to them. It's also important to maintain a good relationship with existing customers to ensure repeat business and referrals. Prospects may require more time and effort to convert into customers.

One of the Most Productive Use of a Salesperson's Time