Five Myths of Prospecting w/Gord Smith & Dan McDonald @RainGroup

Everybody worries about prospecting and they should be they often believe things that cause them to fail. Prospecting will always be a combination of art and science but what is most important is what drives results. In this episode, Gord and Dan from the RainGroup talk about myths of prospecting and what you can do right now to start effectively building your pipeline.

Links and Resources Mentioned in This Episode:

• The Five Myths White Paper


• The State of Sales Development

In This Episode You'll Learn:

• Exactly when buyers want to talk to sellers in the buying process


• Whether or not buyers find sales meetings valuable


• How C-level buyers prefer to be contacted by sellers


• 6 ways sellers can influence buyers to connect with them


• Whether or not the capabilities pitch is dead


• 5 strong influences on buyer purchase decisions