Hey {First Name}, An Insider's Guide to Outbound Sales

#175: (Re-Air) How to Find Prospects That are Ready to Buy Now

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Dec 15, 2022
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ANECDOTE

Hot Dog Stand Analogy

  • A marketing professor used a hot dog stand analogy to teach students about targeting.
  • He emphasized that having a hungry crowd is more important than any other advantage.
ANECDOTE

Yelp Example

  • Morgan Williams, a former Yelp enterprise sales rep, shares his experience.
  • He highlights how Yelp connects users with local businesses based on search intent.
ADVICE

Targeting Intent

  • Don't build lists solely based on title or industry.
  • Target people who have buying intent and are likely to purchase.
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