1054: Proactive Outbound Prospecting, with Eric Quanstrom
Sales Strategy & Enablement by Revenue.io
00:00
The Sales Cycle Is a Change Management Exercise
In our own sales process, just in the prospecting phase alone, we divide inbound and outbound. On the outbound side, we divide by channel. And then of course, we recreate that same sales specialization split for our clients with lead generation where it's channel by channel. We've divided up a bunch of what are commonly thought of as one SDR role, we've chopped it up a number of different ways. Of course, the management layers on top of all of those are highly distinct and differentiated as well.
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