How to Do Agile Prospecting
What is Business Development?
If you're still waterfall prospecting in 2024...
You're probably going to lose a lot more.
Waterfall moves prospects through pipeline rigidly.
Every prospect must go through...
1. Discovery
2. Demonstration
3. Solutioning
Downsides to waterfall prospecting...
• Frustrates the prospect. They don't want to go backward.
• Wastes resources expending prospector time
•…
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