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The biggest bottleneck in prospecting into companies that have more than a few executives isn't getting to the decision maker / influencer / point person... it's finding them in the first place! If you can find the right person, you can usually have productive business conversation with them. Oftentimes the ultimate decision maker - such as CEO is not the best person for your first conversation. Cold calling 2.0 teaches to ask a C-level exec for referral to the best person in their organization for a first conversation.
Reviewer: Boris Krstovic
Book title: Predictable Revenue