Prospecting and The Myth of Mutual Exclusivity

Prospecting and The Myth of Mutual Exclusivity - http://thesalesblog.com Avatar Posted by iannarino under Sales
From http://thesalesblog.com 4118 days ago
Made Hot by: on January 7, 2010 9:54 am
Mutual exclusivity means that I can have either A, or I can have B, but I cannot have both A and B. The myth of mutual exclusivity in prospecting goes like this: “If I use inbound marketing methods, then I can’t use cold calling methods.” The problem with believing that any method is mutually exclusive is that it believes one choice is always the right choice.





Comments


Written by billrice
4117 days ago

Amen on this one. Your sales process needs to go with what is going to make the client the most responsive. In the intelligence community we used to call it elicitation--I have a post coming up on this topic--the idea is to approach them in away to motivate the right response. This article shows perfectly why a blend is critical for overall success in your pipeline.



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