16 Go-to-Market Plays For Y our Entire Sales Funnel B2B Sales PlaybookT able of Contents Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 03 Cold Outreach Plays . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 04 Plays to Reactivate Aging Opportunities . . . . . . . . . . . . . . . . . 10 Sales Development Plays . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16 Upsell Plays to Try . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22 Conclusion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28 3 Introduction Nurturing leads through your sales funnel is a critical yet daunting task for many business d

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