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Prospecting for unicorns

Zoominfo

5000, and the Boston Business Journal Fast 50. Find a list that fits your company’s search criteria—such as customer profile, marketing goals, and technology stack—and start prospecting. For example, the Deloitte Technology Fast 500, Inc.

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How to Get Meetings With Hard to Reach Prospects

Sales Gravy

Ever wondered how you can get the attention of that elusive prospect you've been chasing? On this episode of the Sales Gravy Podcast, Fanatical Prospecting author Jeb Blount and Stu discuss creative ways to get meetings with anyone. Get more meeting with effective Prospecting Sequences. You know the one. You know the one.

Meeting 111
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Take the Time to Understand Your Prospect's Segment

Selling Energy

The next time you’re preparing to sell to a prospect, ask yourself, “Do I know the ins and outs of this prospect’s industry?” If your honest answer to this question is “not really,” do yourself a favor and take the time to understand what that prospect measures to gauge his/her success in business.

Segment 72
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How to Succeed at Sandler Rule #41 – There Are No Bad Prospects, Only Bad Salespeople [PODCAST]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Journal 116
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The Monday Morning Breakfast For Champions Podcast – Episode 41 – Frank Cespedes

The Pipeline

He is the author or co-author of six books as well as articles in Harvard Business Review, Wall Street Journal, Business Horizons, California Management Review, International Encyclopedia of Business and Management, Journal of Managerial Issues, Journal of Personal Selling & Sales Management, Marketing Encyclopedia, Organization Science, Sloan (..)

Journal 173
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How to Succeed at Sandler Rule #19 ? Never help the prospect end the interview

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Journal 103
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How to Prepare a Presentation

Selling Energy

Most people are trying to transform their idea into reality – it could be that their prospect needs to embrace this new technology or that they need to adopt a best practice that they’ve seen work in a similar facility across town. If you do that, the presentation may wind up looking like stream-of-consciousness journalism.

Journal 81