The Priority Prospecting process replaces generic statements and solicitations with systematic sequencing of discovery questions designed to increase positive responses.
B2B buyers are seeking prospectors who understand workflows, KPI's and constraints. A modicum of domain knowledge, workflow analysis, and business process sets you apart.
Chris Ortolano leads the Priority Prospecting practice at Outbound Edge. Prior to his current role, Chris designed and delivered enablement systems for Cience, learning systems at DiscoverOrg, and call coaching at Execvision.
Chris is the co-president of the Portland AA-ISP chapter, and co-founder of SalesStack, the Slack team for modern sales development practitioners to discuss current trends
Revenue Development is not a stand alone process. It is an orchestrated motion between marketing, sales, and customer success to gain and retain customers. Revenue Development is about converting domain knowledge, business acumen and sales intelligence into critical customer intelligence to increase retention and ARR.