The lead ladder : turn strangers into clients,one step at a time - SCHALLER (New York : McGraw Hill, 2007)
The lead ladder is the story of a sales rep who is struggling to attract clients.That is,until he learns how to build a lead ladder and attract more business by identifiying the best prospects before his competition can,differentiating himself as an advisor,and personalizing each prospect relationship until the prospect becomes a client
Keywords: Business referrals; Consumer relation; Selling; Target marketing