Skip Miller

How to conduct outbound prospecting

Skip Miller joins Jim Blasingame to reveal why your prospecting strategy must include outbound activity, where you engage the customer early in their decision-making process and before they contact you – or buy from your competitor.

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Skip Miller joins Jim Blasingame to reveal that today there are two kinds of decision-makers – above and below the line – and how to establish relevance with both of them.
Skip Miller joins Jim Blasingame to offer suggestions on how to make sure you’re getting through to the financial decision-maker – the above-the-line buyer – who has the budget and different ideas on relevance.
Skip Miller joins Jim Blasingame to report that in some ways, the virtual option of meeting with prospects can help you get through to the ultimate top decision-maker.
Skip Miller joins Jim Blasingame to differentiate between outbound and inbound prospecting and what is required to achieve a proper ratio of the two in order to make your revenue goals.
Skip Miller joins Jim Blasingame to reveal the number of “touches” that are required for successful outbound prospecting, including every one; email, call, social media, etc.