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Prospecting Fundamentals - From Sales History
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This episode dissects prospecting from 50 to 120 years ago...discussing five key elements:
1) The origins of the word "prospecting" as it relates to sales
2) The mindset - quality prospecting over simply focusing on metrics and scale
3) Metrics and prospecting quotes - the counterpoint of above in terms of working backwards to determine how many prospects you have to reach out to to hit your numbers
4) The use of the telephone in prospecting - some initial thoughts on multi-channel versus a reliance on the tool
5) Data around the number of touches it takes to develop a…
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