Subject9,783 prospects. And almost nobody called them.
From the Field · No. 03
The right account, the right week
A while ago, I posted in IA Mastery about how an AI assistant had found 9,783 prospects for my company. The post did well. The spreadsheet, not so much.
Because a rep has no idea what to do with 9,783 rows. They open a few, run into accounts that don’t fit, and go back to their usual list. I don’t blame them. I’d have done the same.
Finding prospects was never the problem. Knowing which ones to call this week, and why, is.
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