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INTRODUCTION A day in the life of a sales prospecting team has changed dramatically in the last 10 years. Traditional smile-and-dial cold calling cam- paigns aren’t as effective as they used to be. In fact, what most successful sales prospect- ing teams do now isn’t really “cold calling” at all, even though many still use the term out of habit. The new approach to sales prospecting is far more strategic and targeted, which creates a better experience for both the salesperson and the buyer. Today’s top sales prospecting teams use data science to predict the best prospects and to prescribe when and how to contact them. They combine these action- able insights with powerful sales acceleration technologies, including prescriptive dialers, email and engagement tracking and gami- fication platforms to dramatically improve visibility, productivity and effectiveness – ultimately increasing revenue by as much as 30% in as little as 90 days
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