Written by 8:47 pm Master Territory Plan, Pipeline Generation

Research – who & what

research who what

What to target

  • Innovation Plans to grow their business
  • Relevant Competitor news
  • Recent Executive changes that indicate strategy or direction
  • Clearly stated goals or risks to success (10k)
  • Negative PR tied back to IT
  • Outages tied to revenue loss
  • Recent fines paid for non-compliance

Who to target

  • Corporate objectives and business strategies
    • C-Level
    • EVP
  • Business Initiatives, Critical Capabilities or Challenges
    • VP,
    • Dir
    • Lines of Business

VITO or BASHO letters, emails

Omichannel Strategies

Reading 10k’s or Annual Reports

Softening messaging



Anthony Lobosco

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