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Predictable Prospecting
By Marylou Tyler, Jeremey Donovan •
Watered almost 3 years ago July 12, 2022 at 4:56 AM
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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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