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One reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect By ignoring the muscle of prospecting many otherwise competent salespeople and sales organizations consistently underperform Step by step Jeb Blount outlines his innovative approach to prospecting that works for real people in the real world with real prospects Learn how to keep the pipeline full of ualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels This book reveals the secrets techniues and tips of top earners Youll learn Why the Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to Prospecting The Ultimate Guide to MOBI :Þ avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The Cs of Social Selling and how to use them to get.

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