Creating a targeted prospecting strategy

Creating a targeted prospecting strategy

Creating a targeted prospecting strategy is the number one prospecting problem faced by salespeople from Richardson Co.'s most recent 2017 survey. The survey was divided into 6 categories; Prospecting, Negotiating,…

Creating a targeted prospecting strategy

1. Creating a targeted prospecting strategy

Creating a targeted prospecting strategy

2. Quality of leads from marketing

Creating a targeted prospecting strategy

3. Win appointmentsThe 2016 editions were:

Creating a targeted prospecting strategy

1. Identifying triggers/sell signals that indicate problems you can solve

Creating a targeted prospecting strategy

2. Identifying Target Accounts

Creating a targeted prospecting strategy

3. Win appointmentsAnd my ongoing articles will offer suggestions on how to deal with each one.Creating a targeted prospecting strategyExisting Accounts

Creating a targeted prospecting strategy

Since your existing customers are the best place to drive more sales—by buying them, cross-selling, and upselling them—your new customer acquisition campaign should start here. In these accounts you have…

Creating a targeted prospecting strategy

Competitors are trying to break into your accounts or increase their share of joint accounts. So you would be stupid not to go after them. Competitors sell the same products…

Creating a targeted prospecting strategy

I call them that because if they can use your kind of product or service, it's hard to imagine that you don't have a competitor. So these can be accounts…

Creating a targeted prospecting strategy

This is your prospecting strategy. Track existing account 50% of your selling time. This should be easy as you have access and should be there frequently. Track competitor accounts 30-40%…

Creating a targeted prospecting strategy

Thanks to Sam Manfer | #Creating #targeted #prospecting #strategy