APPENDIX

Quick Guide to Predictable Prospecting

In this book, we explain the what, why, and how of countless immediately actionable best practices and templates designed to make your prospecting predictable. However, we recognize that many readers, particularly sales development professionals, crave a quick summary, especially of our advice on crafting messaging and designing multitouch, multichannel campaigns.

To address this need, this appendix demonstrates how one of us (Marylou, an independent sales process consultant) would apply the framework to engage the other (Jeremey, a sales operations leader at a midsized information services company).

Step 1. Build a Six-Factor SWOT Analysis

Marylou must have a strong understanding of why prospects ...

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