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

If you have a highly qualified database of prospects in your CRM, the primary objective of most of your prospecting calls will be setting appointments as the buying window opens to start the sales process. The secondary objective will be building familiarity to increase the probability that your prospect will engage when the buying window opens.