#41 - Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)

30 Minutes to President's Club | No-Nonsense Sales · Feb 3, 2021 · 29m

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Four Actionable Takeaways:

Focus on prospects that are either accessible AND growable or just growable

If price is the only objection, you are in a great position to close the deal

Find 3 major differentiators and lead your prospects to that space

Establish yourself as a consultant by asking questions that get the prospects thinking

Jeff’s Path to President’s Club:

Consultant at Parabola Consulting

Author: When it Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethinking the Way you Sell

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