PROSPECTING The Quantity/Quality Balance Presented by: and CAREER: John Barrows john@jbarrows.com CLIENTS: Science vs Art © j.barrows LLC Your Target Accounts Quality Quantity Practice © j.barrows LLC 2013 Quality vs Quantity Customized Messaging 22% Targeted Messaging 8% Templates 2% Set Up Your Systems Finding A Reason What? Executive quotes about… Executive priorities Hiring /Growth Promotions New products New Client Awards Mission/Goals/Vision © j.barrows LLC 2013 10 11 12 Messaging Matrix – Quality 13 Acquisition © j.barrows LLC 2013 14 Daily TOP 25 © j.barrows LLC 2013 15 Quantity CFO CEO © j.barrows LLC 2013 VP of Sales 16 Messaging Matrix – Quantity 17 Focus 18 Track & Measure © j.barrows LLC 2013 19 20 Science vs Art © j.barrows LLC 21 Q&A john@jbarrows.com www.jbarrows.com/blog @JohnMBarrows www.SalesFromTheStreets.com © j.barrows LLC 2013 22 [...]...11 12 Messaging Matrix – Quality 13 Acquisition © j .barrows LLC 2013 14 Daily TOP 25 © j .barrows LLC 2013 15 Quantity CFO CEO © j .barrows LLC 2013 VP of Sales 16 Messaging Matrix – Quantity 17 Focus 18 Track & Measure © j .barrows LLC 2013 19 20 Science vs Art © j .barrows LLC 21 Q&A john@ jbarrows .com www.jbarrows .com/ blog @JohnMBarrows www.SalesFromTheStreets .com © j .barrows LLC 2013 22 ...CAREER: John Barrows john@ jbarrows.com CLIENTS: Science vs Art © j .barrows LLC Your Target Accounts Quality Quantity Practice © j .barrows LLC 2013 Quality vs Quantity Customized Messaging... – Quantity 17 Focus 18 Track & Measure © j .barrows LLC 2013 19 20 Science vs Art © j .barrows LLC 21 Q&A john@ jbarrows.com www.jbarrows.com/blog @JohnMBarrows www.SalesFromTheStreets.com © j .barrows. .. Mission/Goals/Vision © j .barrows LLC 2013 10 11 12 Messaging Matrix – Quality 13 Acquisition © j .barrows LLC 2013 14 Daily TOP 25 © j .barrows LLC 2013 15 Quantity CFO CEO © j .barrows LLC 2013 VP of