Just because a prospect matches your buyer persona, it doesn’t mean they want to buy your product.
You’ve got to find triggers or signals to get in front of accounts more likely to be in the market for a solution like yours.
In this episode, we interview Mark Colgan, Co-Founder and CRO at Speak On Podcasts and Outbound Prospecting Coach at Sales Impact Academy, about how to get your lead research right.
What we talked about:
- Only 3% of your market are actively buying
- How to leverage relevant research
- What happens when you reach people who want to buy
Check out these resources we mentioned during the podcast:
- Mark’s 20-minute webinar about the playbooks
- The Ultimate Sales Machine by Chet Holmes
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