CONCLUSION
The Future of Predictable Prospecting
Prognostications of a dramatically different future of selling are a dime a dozen. Many so-called experts contend that companies should retool to become 100 percent inbound. They argue that by combining content creation and marketing automation, salespeople can just sit back and wait for high quality leads to land on their laps. Other pundits say that salespeople need not use the phone or e-mail for prospecting; rather, they can rely on social selling via platforms like Twitter, LinkedIn, and Facebook to get the job done.
We feel certain that those two futures are not our future. Sales is, always has been, and always will be about hustle. Yes, for brief periods of time, a B2B product or service ...
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