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If I'm not mistaken he is referring to commercial accounts
which I think works pretty good too, you know when you see a new store like HD, waltmart, walgreen, etc and call just to see if they need a bid or are looking for someone to take care of the place, most of this stores have a person in charge to decide who will be taking care of the place but that person in an office branch, not even the manager usually decides this things.
Or when you see that little store opening up approaching to the owner has worked good in the past to us.
I don't think I'll ever cold calling to residential customers, I much rather walk down to their house knock on the door and introduce myself.
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