Job Title
selling products and services directly to consumers, with no middle person.
B2C
Allows a prospect to state their wants and needs.
Objection
The person that has the authority to say yes
Decision Maker
Purpose to generate higher quality lead generation and greater deal velocity
Ideal Prospect Persona
Internal source used for communication and finding jobs
Looking for specialized knowledge & skills
B2B
"I don't need it" or "It costs too much"
Price or Value Objections
The visual metaphor with three concentric circles.
Archery Target
Goals, Critical Initiative, Key performance indicator
Professional Objectives
Researching a Persona
Information Gathering