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Effective Prospecting



The most effective AEs are good hunters who can identify and connect with the right prospect at the right time. In this course, you’ll learn how to apply the Value Pyramid concept to your prospecting efforts to make sure you’re working with the right prospects, and you’ll learn how to tailor your message to them using the Power Line.

Learning Objectives:

  • Apply the Value Pyramid to identify the right combination of Vision, Strategy, Process, and Implementation that is relevant to each prospect

  • Apply the Power Line concept to segment your prospects

  • Apply Account Planning best practices to improve your efficiency

  • Create effective cold outreach communications

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