Sales Prospecting

Gain a practical understanding of how to build an effective prospecting strategy.

Introduction

• Build your sales prospecting strategy

1. Prepare to Prospect for Sales

• Identify your channels
• Define your targets for prospecting
• Set your minimum and maximum goal
• Track your progress when prospecting

2. Develop Your Prospecting Touchpoint Strategy

• What is a touchpoint strategy?
• Various methods to successfully reach your prospect
• Accelerating versus decelerating your touchpoints
• Scope out your touchpoint strategy to reach your prospect

3. Stand Out Amidst Your Competition

• Assessing your competition
• Building your competitive strategy
• Introducing value to improve your conversion rate
• Using responsiveness as a competitive advantage

4. Continually Improve Your Prospecting Strategy

• Being disciplined when prospecting
• Dealing with difficult prospects
• Managing an influx of prospects

Conclusion

• Accelerating your prospecting results