In my opinion, the next big thing is to try and create a relationship with the client you have on the phone. To really understand the industry, their pain and their business before you sell them, to sell the benefits of your product and not just mass sell, to take your time on each call and understand the why's of each prospect, to really learn the product and sell based on benefits and not commissions and set the client up for next steps.

I strongly believe that if you take the client by the hand and show them how to grow and provide an exit strategy to a better funding program, you'll have a long lasting client that will constantly call you, despite of how many competitors jump into the arena. If you just close the deal, you provided a short term solution that the next competitor will also provide when the time comes.

Learn the business, become a specialist in each industry.

My two cents.