Where in the buyer's pyramid do we want most prospects to be when meeting them for the first time?

Here's how Chet Holmes describes the pyramid.

If you pick up a newspaper on..

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A Business Development Rep cold-calls an Executive Director of a school. The goal is to set an appointment between that Executive Director and the MSP.

After the quick..

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We all know that Business Development Reps have arguably the hardest jobs in sales. 

But what isn't so obvious is how to motivate them -- how to enable them to perform at their..

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