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Predictable Prospecting

By Marylou Tyler, Jeremey Donovan Revisited July 12, 2022 at 4:56 AM Leadership
Predictable Prospecting cover
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Highlights

  • business-to-business segmentation classically begins with firmographic factors that include industry, company size, and geography.
  • The I in SPIN: In the implication phase, the salesperson asks questions designed to increase the size of the problem in the prospects’ mind.
    • Tags: sales
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