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August 17, 2007

5 Min Read
Dont Walk Away From This Question

By Dan Baldwin, director of sales ATEL Communications Inc.

Having a great prospect list and the lowest prices don’t help much if all your best prospects are in the middle of a long-term contract for their voice and data services. So what do you do to get your foot in the door and stay visible with them until their contracts come up for renewal? Sell them managed security services by asking, “How are you meeting your Internet security obligations?”

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