Predictable Prospecting – Quick Book Summary
Tenbound
JANUARY 3, 2024
Chapter 2: Developing an Ideal Account Profile The Ideal Account Profile (IAP) includes the identification of the most desirable prospect companies to contact based on market segmentation. current equipment, purchasing policy, and buying decisions) Situational : require more effort to ascertain. sales leaders) 2- Gatekeepers: (e.g.,
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