12. Bottom Up Sales Strategies
Practical Prospecting
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Introduction
Jeb Marley: Individual contributors have the emptiest inboxes and they tend to respond far more than decision makers. So if you can have a really light touch sequence where you're not spending too much time personalizing, but you're still reaching out to individual contributors before you reach out to the decision makers that the companies are going after, you can get a lot of valuable information for free. It's also less scary. I think I probably like the scariest sales rep ever because we talk on all these episodes. But that's just kind of the approach that I always saw in the back of my head.
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