The Pipeline

MAY 7, 2019

Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. I remember a rep about two years in the territory, telling me he has earned the right not to prospect. The issue is less about style and more about market view.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Pointclear

MARCH 17, 2015

The Essential Handbook for Prospecting and New Business Development. At the core of Mike’s philosophy is this quote from Chapter 1: “Many in what’s called the Sales 2.0 These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. Simplified.:

Handbook 100

Handbook Face-to-face Outbound Inbound 100

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Due to rapid changes in buyer behavior and expectations, non-personalized content is now an unacceptable marketing practice.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52