You’ll never sell to the same prospect twice. But it’s very likely you’ll sell to the same types of prospects — after all, there’s a finite number of ways to approach the buying process.
That’s good news for reps, since it means you can cut down on your learning curve for each new prospect. Anticipating how a buyer will make decisions and the best way to connect with them lets you spend more time delving into their specific challenges and developing a solution. More >>