My client, let's call him Alex, used to be a prospecting dinosaur. His prospecting mindset involved picking a random window of time to make cold calls, and then hoping the prospects would be by their phones. Even if he got through to prospects, they had absolutely no clue who he was.
For that reason, he was lucky to get past the first seven seconds of a call. He'd then follow up with a long form email that never got read, and would start the process over with each new prospect.
But not anymore. With the rapidly evolving selling space, all that has changed. Alex has entered the ... Read More