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How to Identify & Target Your Best Prospects

Accelerate Your Growth by Pursuing the Right Prospects and Opportunities

Every year, B2B sales and marketing teams waste millions of dollars and thousands of hours desperately chasing the wrong business. Of course, they don't know it's the wrong business until after they've lost the deals. And even then, it's much easier to blame competitive actions or market conditions than focus on the real culprit: Bad targeting decisions. In this on-demand training webinar, you will learn about:

  • Why targeting decisions can be the most-powerful strategic decisions you'll ever make.
  • The misconceptions that prevent B2B companies from making good targeting decisions.
  • Identifying the types of prospects and opportunities that can fuel exponential growth.
  • Strategies and tactics for zeroing-in on your best prospects in the broader marketplace.

This webinar is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

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    If you can avoid the biggest mistakes that others have already made, you're definitely rigging the game in your favor. Learn about the Sales Ops mistakes that have set other groups back years and even damaged careers.

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    Your competitors' sales actions (and reactions) add even more complexity to a sales operation. So what can you do to better anticipate competitive moves and prevent them from spoiling your selling efforts?

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  • Reducing Friction Between Sales & Marketing

    Some amount of "friction" between Sales and Marketing is expected. Too much, however, is counter-productive. In this on-demand session, we discuss dozens of ways to address seven root-causes of friction and conflict between the Sales and Marketing functions.

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  • Competitive Kill Sheet Development Workbook

    To help you gather and distill the essential information to create effective competitive kill sheets, answer the questions in these worksheets with as much detail as possible. An example of a fictitious competitive kill sheet is provided at the end of the workbook.

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