How to Standardize a Referral Sequence

The most common set up is maybe 200 accounts. You only do calls if an individual email has been open to X number of times that we can cast a white net with it. It's not going to take time away from reaching out to decision makers. But you can still kind of maybe put a little bit more effort into people who are especially engaged. And so best case scenario, you just move on to someone else who can be an immediate opportunity and then you can kind of keep going to new people there.

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