The better you understand your b2b prospect, the more efficient and effective your prospecting will be, and no one silo or point of view within the company is going to give you the “who”, “what”, and “why” of prospects and the buying process. The answer is to triangulate intelligence, or we are no more effective then the blind men of poetry, trying to determine what an elephant really “looks like”, each by touching the strange beast once, each from a different angle. Let’s pr

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Sure you don’t want to cold call, but sometimes it’s simply a necessity such as when your sales pipeline is empty and not enough leads are coming in or your networking isn’t generating enough activity. Most people approach cold calling with a certain degree of fear and loathing but with a small amount of preparation and a good amount of confidence your cold calling efforts can generate positive results. Here are the top 5 things for you to take into consideration when prepari