The Prospecting Problem: Balancing Inbound and Outbound Sales Strategies
Sales Hacker
JUNE 11, 2020
the tools you pick or the first hires you make). Behavioral information: actions a company takes like advertising, mergers and acquisitions, or other behavioral characteristics. Personas should include a definition of their role, what they care about (personal wins), and the tools they use today. Define your buyer personas.
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