CHAPTER
5
Getting Meetings Through Prospecting Campaigns
Now that you have a high-level understanding of how to craft compelling content, it’s time to explore the right channels and the right frequencies for delivering messages in ways proven to secure meetings that ultimately win business.
To frame this properly, we need to take a moment to explore the life cycle of a lead as illustrated in Figure 5-1.
FIGURE 5-1 Predictable Prospecting Lead Life Cycle
Prospects enter the sales cycle with their lead status set to New. Alternative labels for this status include Cold, Marketing Qualified Lead (MQL), Not Attempted, and Open. A new lead may come ...
Get Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
