Scenario: You’ve already spoken with the prospect and want to provide value to keep the conversation going
Contributor: Jill Konrath, Sales Strategist and Author of bestselling books Agile Selling, SNAP Selling & Selling to Big Companies
The first time Jill used this strategy, she was not trying to get a response. She simply read an interesting article that was relevant to her prospect and she felt compelled to forward the article to him. He responded within the hour with a message asking for a meeting.