"If you wouldn't mind having a seat in the lobby . . . Would you like a doughnut? . . . Let's see if there's a meeting room available. . ." Is this the scene at your company when a customer comes to visit? It was at Symbol Technologies before the event marketing department formalized its corporate visits program, turning these once ad hoc meetings into serious sales tools. "Customer visits had been one of the areas in which our sales process was definitely lacking. Our competitors would ...

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