Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

go sit down with your sales manager and some of the more successful reps. They'll likely have the information you'll need—decision-making roles, account size, buying windows, budgetary windows, contractual obligations—to build a profile of your ideal opportunity.