It happens all the time. You ask to speak to the CEO, the gatekeeper asks what your call is regarding, and then you hear those five little words we all dread: "I'll transfer you to IT." Before they do transfer you, quickly qualify this account with the gatekeeper while building some rapport. Do they have enough users that you even want to pursue this account? Do this is by quickly asking a question: "Before you put me through, how many computers are on site there? We ...

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