Decision Maker Gatekeeper Jigsaw Prospecting 
HeavyHitter Sales
JUNE 1, 2010
I was recently interviewed by blogger Matthew Schwartz about the C-Level Sales Psychology: ZoomInfo: When trying to reach C-level buyers, there seems to be an increasing number of gatekeepers in the purchasing process, from “fans” to “champions.” Don't forget to use Jigsaw for cold calling.
Sales Overdrive
JUNE 22, 2012
Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment. An alternative to buying a list is building one.
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