Are you ready for this? The fight of the century! In the last month, there have been more than 100,000 video views and thousands of comments on LinkedIn debating how sales leaders can best build pipeline with different prospecting methods. Is the phone really dead? Has buyer behavior changed? Is LinkedIn the answer? Can email still be effective? All of these questions plague sales reps and leaders and are debated daily on sales floors across the globe. What is the answer and more importantly what will bring results to solve the biggest challenge in sales – building quality pipeline?
Gabe Larsen, VP of Growth at XANT has taken the stance that the phone is not dead and reps and companies should continue to use it as a tool in their prospecting arsenal. Mario Martinez Jr, CEO at Vengreso argued the phone has its place but using social tools such as LinkedIn must be included. Is one right and the other wrong? Are they both right or both wrong? The answer must be decided and the winner defined and the only way to do it is battle it out. One expert to another, face-to-face, mano-a-mano.
WHAT YOU’LL LEARN
The seven methods that must be considered in every prospecting situation
How leaders can maximize each prospecting method to win
Best practice digital sales cadence designed to build pipeline and close more deals