June 2019
Intermediate to advanced
336 pages
7h 42m
English
Spears are one-to-one campaigns, such as targeted outbound prospecting or business development initiatives for getting appointments with anyone who's not coming to you—whether customers or partners (Figure 7.1).
FIGURE 7.1 Careful targeting is the key to outbound success.
In addition to Salesforce.com, Acquia, Zuora, and Responsys (bought by Oracle) are examples of companies who've created $100 million-plus revenue machines with Spears.
The original Predictable Revenue book outlined the “Cold Calling 2.0” outbound prospecting model, which:
Outbound prospecting ...