CHAPTER 6Prospecting
There is no one answer to the question, “What’s the right enterprise prospecting formula?” It’s a combination of prospecting activities that will be determined by customized factors in your world and your business model. But one thing is certain. In the enterprise world, as in all other professional selling, prospecting is about consistent, daily action. David Sandler said, “You don’t have to like prospecting, you just have to do it.” This is just as true in the enterprise world as it is anywhere else. You have to feed the funnel constantly.
The Keys to Prospecting Success
Prospecting and selling effectively require the mastery of three components. You have to learn and ...
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