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107 - Why Personalization Is The Secret Behind Selling
The Marketing Millennials
How to Get the Most Out of Your Prospects
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First and fullmost everything starts with a plan. Ats without sounding woolly or fluffy, right, you've got it. First of all, be clear in your own mind that you need a game plan before anything's going to happen. So prospecting specifically, the way that i like to think about it is breaking everything out into three ters. Those ones that are in that tear one will have the most evidence of that i c p criteria. You'd then have a second teer where you'd have a longer tail amount of accounts. And then you'll have your third tear which is really your long tail of account so often you'd have hundreds of accounts in this tear.
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