All DSR Live! Podcasts

1002: Opening New Accounts Step-by-Step Action Plan Franke Hilson, veteran DSR with Ben E Keith, Little Rock, Arkansas division has a PROVEN, simple formula for opening new accounts that has been refined during his 20-plus years in foodservice sales. Franke does not look at his first call on a prospect as a “cold call.” He looks at it like this prospect might become one of his best friends in about a year or so; he’s looking for a future partner. Hilson says it’s more of an interview process, not a cold call.