Prospecting for Doer-Sellers: Targets, Tools, and Techniques

John and Mark provide an in-depth look at effective prospecting targets, tools, and techniques for doer-sellers in professional services firms—a critical part of the lead generation toolkit. Here are the key points covered in this conversation: Prospecting involves proactive outreach to uncover new opportunities and lies on the sales side of marketing.Mark uses an iceberg analogy to explain market segments: actively buying, passively buying, and satisfied with their status quo.Prospecti...