The Database of Dead Contacts: Why Outsourced Sales Maintains the Network That Most Subcontractors Let Decay
The 340 Contacts Nobody Had Called in Two Years A mechanical services contractor handed me his “builder list.” It lived in an Excel file on his desktop.340 names. Phone numbers. Some had email addresses. A few had notes like “met at expo 2019”or “good guy, call later.”I asked when he’d last spoken to the top […]
