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Prospecting for Doer-Sellers: Targets, Tools, and Techniques
Manage episode 405824843 series 3555562
Контент предоставлен John Tyreman & Mark Wainwright, John Tyreman, and Mark Wainwright. Весь контент подкастов, включая эпизоды, графику и описания подкастов, загружается и предоставляется непосредственно компанией John Tyreman & Mark Wainwright, John Tyreman, and Mark Wainwright или ее партнером по платформе подкастов. Если вы считаете, что кто-то использует вашу работу, защищенную авторским правом, без вашего разрешения, вы можете выполнить процедуру, описанную здесь https://ru.player.fm/legal.
John and Mark provide an in-depth look at effective prospecting targets, tools, and techniques for doer-sellers in professional services firms—a critical part of the lead generation toolkit. Here are the key points covered in this conversation:
- Prospecting involves proactive outreach to uncover new opportunities and lies on the sales side of marketing.
- Mark uses an iceberg analogy to explain market segments: actively buying, passively buying, and satisfied with their status quo.
- Prospecting objectives are to schedule follow-ups, gather information, or increase familiarity.
- Prospecting outcomes include determining fit, wrong timing, or qualifying an opportunity.
- Mark walks through an example 14-day sequence for busy doer-sellers
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