A Sales Guy

SEPTEMBER 15, 2016

6) The Challenger Customer – CEB. Our customers buying process is going through dramatic change. The Challenger Customer is a fantastic follow up on it’s predecessor, The Challenger Sale (on the first list). High-Profit Prospecting addresses everything from email, social media, to gate keepers, referrals and more.

Gate keeper 167

Gate keeper Sales Pipeline Up-sell 167

A Sales Guy

SEPTEMBER 15, 2016

6) The Challenger Customer – CEB. Our customers buying process is going through dramatic change. The Challenger Customer is a fantastic follow up on it’s predecessor, The Challenger Sale (on the first list). High-Profit Prospecting addresses everything from email, social media, to gate keepers, referrals and more.

Gate keeper 83

Gate keeper Sales Pipeline Up-sell 83

SalesLoft

OCTOBER 1, 2014

Determine Your Ideal Customer Profile. Oh, and ask for referrals. You need to know what to say when you get a prospect on the phone, reach a gate keeper, or go straight to voicemail. Take a stab at how many meaningful interactions it will take to set up a qualified appointment or demo. Company industry. Company region.

Gate keeper 52

Gate keeper Process Appointment Cold Call 52