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Selling Above and Below the Line by William Skip Miller

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CHAPTER 7

Controlling the Outbound Sale

We learned a lot about qualifying the inbound sale in the last chapter. Now we move to the more difficult prospect—developing outbound techniques.

Outbound calling, also called prospecting, is something that has been around for ages. With the increasing use of technology, there are more and more ways to get outbound prospecting to work for you. Much less frustrating than trying to talk your way past some exec’s admin or drumming your heels in reception, hoping to get a quick minute. Time to see what outbound techniques you can acquire for an ATL or BTL sale.

MAKE OUTBOUND QUALIFYING WORK FOR YOU

An outbound lead is one in which the salesperson finds an opportunity. This can be done via either cold or ...

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