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

To develop a bridge specific to your prospect, you will first need to determine the objective of your prospecting touch: Are you attempting to get more information to further qualify the opportunity, decision-maker role, or buying window? Do you want to set up an initial meeting? Are you seeking an introduction to another person? Defining your objective in advance, so you know what you are asking for, will help you develop a bridge that gives your prospect a reason to take that step.