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January 22, 2018 - Filling Your Pipeline with the Right Kinds of Prospects: Part 1: Target the Right Suspects

Filling Your Pipeline with the Right Kinds of Prospects

The most successful salespeople know how to identify a good prospect. Instead of playing a numbers game, they ask, "Which companies are most likely to be good for us?" By knowing their ideal customer, salespeople can make earlier go/no-go decisions and invest their time in a smaller group of companies most likely to offer good business opportunities.

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