CHAPTER
3
Crafting Ideal Prospect Personas
The Predictable Prospecting method is all about flooding sales pipelines with the best opportunities in the most efficient way. Even when approaching the ideal segment of companies, sales professionals often fail to engage the right people at the beginning of the process. In this chapter, we will explore the techniques for leveraging an Ideal Prospect Persona (IPP) that will result in higher quality lead generation and greater deal velocity. Moreover, finding and selling to the right person to begin with is the most important renewal driver for a recurring revenue business.
Sales (and marketing) professionals often roll their eyes the first time they hear the word persona because they think of a persona ...
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