We used to go far and wide looking for customers. Cold calls, e-mail blasts, webinars, etc. -- all designed to attract interested buyers. We were looking for the proverbial nugget of gold -- a prospect with pain and a budget. But in this age of empowered buyers, where an executive can do his own research ad hoc -- that strategy is growing less and less effective. Prospects avoid salespeople and do their own research. How about considering a new approach: Choose your customers.
Sales & Marketing
Source: The Pipeline
