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 are new in your territory or working for a start-up or new division, your primary objective will be gathering information so you can identify decision makers and qualify buying windows and budgets. The secondary objective will be to build familiarity.