business woman in backgound drawing lighbulb in red marker on foreground (Photo: Shutterstock)

The first months of the new year are introspection time.  What went well last year? What will I need to do better this year?  The business planning process always addresses “How will I fill the prospecting pipeline?”  If you had a banner year, opening plenty of new accounts in 2019, you continue what you were doing.  But if there’s room for improvement, read on.

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