“Finding a way to connect with people who might buy from you, while spending less time pursuing those who will never be interested”

“making it easier to connect with those who have been customers before who have now moved to different jobs”

“it’s hard to predict regularly when a person in one position will be there the next time you look.”

“the hit rate is significantly higher when it involves people who are already familiar with you or might be more readily interested in what you are selling.”