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Selling Above and Below the Line by William Skip Miller

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CHAPTER 8

Stage 1: Being ProActive

Stage 1 is kicked off with the buyer’s initial interest.

From an ATL exec perspective, Stage 1 begins with an ATL event— whatever is causing them to change, to “get off the couch” as it were, and apply energy to a situation. Let’s assume you will have to be prospecting to these executives, since it’s rare that they call you and proclaim, “I’d like to buy something now!”

PROSPECTING TO THE ATL LEVEL— STRATEGY AND TACTICS

Getting to an ATL exec is not all that hard. What’s hard is getting their attention and then keeping that attention so they will give you more than five minutes of their time. Let’s start with the homework you need to do before the call.

Understanding Executive Personas

We covered the three ...

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