Skip Miller

Using prospecting fundamentals with 21st century tools

Featuring Skip Miller - March 01, 2011

It’s okay to use technology when prospecting, but don’t offend prospecting fundamentals. Skip Miller joins Jim Blasingame to talk about how to – and how not to – use technology and the new applications when prospecting.

Category: Online Technologies, e-Business, Cybersecurity, Sales, Sales Management

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Skip Miller joins Jim Blasingame to reveal that today there are two kinds of decision-makers – above and below the line – and how to establish relevance with both of them.
Skip Miller joins Jim Blasingame to offer suggestions on how to make sure you’re getting through to the financial decision-maker – the above-the-line buyer – who has the budget and different ideas on relevance.
Skip Miller joins Jim Blasingame to report that in some ways, the virtual option of meeting with prospects can help you get through to the ultimate top decision-maker.
Skip Miller joins Jim Blasingame to reveal that today there are two kinds of decision-makers – above and below the line – and how to establish relevance with both of them.
Skip Miller joins Jim Blasingame to offer suggestions on how to make sure you’re getting through to the financial decision-maker – the above-the-line buyer – who has the budget and different ideas on relevance.