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    How We Know The Prospects Are Motivated

    We know prospects are motivated when we see that they have the problem your company solves. The way we get at this is by understanding how those companies are discussing certain ideas and how they're describing themselves in the marketplace. We...
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    by Brittney "Babs" Dougherty

    The Best Way to Find Customers Without Buying Lists

    We're not here to talk to you about lead lists, and why they do or don't work. If you want to read that lecture, check out this article from Forbes. We know how smart you are, because you've already figured all of that out and have come here looking...
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    by Brittney "Babs" Dougherty
    Ideal Customer Profile
    October 22, 2018

    Use These Client Profile Questions To Build an ICP

    This may not seem profound, but it will shortly. The way you've been taught to prospect is by narrowing a target list. But what you've been taught to do is narrow a big wrong target list into a small wrong target list. Building an ideal customer...
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    by Brittney "Babs" Dougherty

    How to Find Out What Customers Want (It's Solutions!)

    Cold calling is one of those things that can make us all hesitate. Most business owners, heck most sales professionals, don't love doing it. Why? Typically because they're working off bad information and interrupting the wrong people. When that...
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    by Brittney "Babs" Dougherty
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