The Revenue Architect

The Revenue Architect

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The Revenue Architect
The Revenue Architect
How to adapt your sales process for inbound vs outbound
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How to adapt your sales process for inbound vs outbound

Its all in the sequencing

Arnie Gullov-Singh's avatar
Arnie Gullov-Singh
Mar 10, 2022
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The Revenue Architect
The Revenue Architect
How to adapt your sales process for inbound vs outbound
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Most growing SaaS businesses build their sales pipeline through two prospecting motions:

  • Inbound prospecting—buyers requesting a demo through the website.

  • Outbound prospecting—buyers responding to salesperson outreach.

The biggest mistake many salespeople make is running the same sales process for prospects across both motions.

Here’s why:

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