Entrepreneur: Relying on sales tactics that he learned as a sales rep in college, La Vine, 49, set out to acquire clients for his new software consulting business. But people were more interested in hearing how he managed to get clients on the line than hearing about what he had to sell. So he set up a home office and began offering tutorials on how to make cold calls. Now, 95 percent of La Vine’s business comes from referrals, and he averages over $250,000 a year in sales.
Cold Snap [Entrepreneur]
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