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You had the effrontery to urge your readers to actively prospect for new business, and managers to track that activity. The nerve. If your readers actually start taking your advice, then some of them might wake up and make it harder for us to keep growing.
Our company is 60 percent larger in VA-sales than we were when I got here five years ago. We track prospecting activity constantly and both the CEO and I are actively involved in pitching new business. It's enabled us to post two flat years in 2001 and 2002 when nearly everyone else in our market showed declines from 12 percent to 20 percent. We replaced all the volume we lost as a whole lot of magazines ceased publishing from October 2000 to December 2002.
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