Just because a prospect matches your buyer persona, it doesn’t mean they want to buy your product.You’ve got to find triggers or signals to get in front of accounts more likely to be in the market for a solution like yours.In this episode, we interview Mark Colgan, Co-Founder and CRO at Speak On Podcasts and Outbound Prospecting Coach at Sales Impact Academy, about how to get your lead research right.What we talked about:Only 3% of your market are actively buyingHow to leverage relevant researchWhat happens when you reach people who want to buyCheck out these resources we mentioned during the podcast:Mark’s 20-minute webinar about the playbooksThe Ultimate Sales Machine by Chet HolmesTo hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

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