Founder of Vehicle Tracking Solutions Loves Cold Calling

Summary

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Suggest to John M. Cunningham Jr. that cold calling is the least efficient way to win new business and open new accounts - given the inevitable I don't have time today response - and he'll beg to differ.

I love cold calling. You have to have a passion for it, said Cunningham, who in 2002 founded Vehicle Tracking Solutions, or VTS, a Deer Park company that sells global positioning systems, enabling fleet owners to track vehicles from their desktops.

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Extract

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Founder of Vehicle Tracking Solutions Loves Cold Calling

Through cold calls, Cunningham gleans critical information. A veteran salesman, he thrives on one-to-one face time, and he'll invest the necessary time to earn a prized 10 minutes out of a buyer's busy day.

But to get those 10 minutes, Cunningham ...

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