38 (Sell): Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)

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Four Actionable Takeaways:

Focus on prospects that are either accessible AND growable or just growable
If price is the only objection, you are in a great position to close the deal
Find 3 major differentiators and lead your prospects to that space
Establish yourself as a consultant by asking questions that get the prospects thinking

Jeff’s Path to President’s Club:

Consultant at Parabola Consulting
Author: When it Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethinking the Way you Sell
Host of The Why and The Buy Podcast

RESOURCES DISCUSSED

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