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10/10/2011

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Monster Beats By dr. dre

Aaron - an email asking to be sent to the right person is such a great tactic. Doing outbound calls using the same approach can be very complimentary if done well.

We find that there are four main things that prevent people from succeeding in outbound prospecting:
1. Finding the right person in the first place
2. Figuring out where they fit into the org chart
3. Getting their direct line and/or cell number
4. Doing what we call 3x3 Research - that is finding 3 key points about the company and contact in 3 minutes. The idea is smart research that you will actually use on the phone.

Mastering these skills is so frequently the difference between success and failure in B2B sales.

Vorsight

Aaron - an email asking to be sent to the right person is such a great tactic. Doing outbound calls using the same approach can be very complimentary if done well.

We find that there are four main things that prevent people from succeeding in outbound prospecting:
1. Finding the right person in the first place
2. Figuring out where they fit into the org chart
3. Getting their direct line and/or cell number
4. Doing what we call 3x3 Research - that is finding 3 key points about the company and contact in 3 minutes. The idea is smart research that you will actually use on the phone.

Mastering these skills is so frequently the difference between success and failure in B2B sales.

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