Prospecting Manifesto: From Strategy Into Execution

A Complimentary Forrester Webinar

Each year, most incumbent and newly hired sales leaders experience heightened revenue expectations of the CEO and Board. With annual planning underway, proposed growth goals may expose gaps versus your baseline revenue plan. Closing these gaps requires generating more opportunities than you have in the past, so how will you do that?

During this webinar, Forrester Principal Analyst Kevin Avery will:

  • Review how a revenue plan exposes an opportunity gap.
  • Discuss how to judge whether various demand sources can exceed run-rate performance.
  • Trace the connections from a Prospecting Charter to a Prospecting Operating Plan.
  • Share decision criteria when considering outsourcing versus creating an internal BDR team.
  • Share best practices for modern prospecting execution elements, comparing and contrasting seller and BDR prospecting.

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45 minutes