Note from the Editors: Jeff’s tip about depleting the “status quo fund” of your prospect is brilliant. He explains how to do that in a three step Corporate Executive Board (CEB) process.


Capturing the attention of a prospect has become increasingly more difficult. We’ve all heard the numbers:

  • 100 billion business emails were sent and received per day in 2013 – Radicati Group
  • 86% of sales rep’s messages have no commercial value to buyers – CEB
  • 67% of the buyer’s journey is now done digitally – Sirius-decisions

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