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The Challenge of Prospecting
Examine myths about prospecting. Calculate their pipeline ratio. Improve the ratio by following an efficient process of finding prospect who are good for us and we are good for them.
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Get beyond prospecting myths and focus on how to be more efficient in finding good prospects.
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Finding Good Prospects
How to develop criteria and use search engines find suspects good for us. How to find if we are good for them by connecting our company’s unique value to identifiable business problems in the suspect companies. How to get referrals and use networks.
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Be able to use the Internet to surface good suspects and conduct research to identify real prospects who would be interested in your offer
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Accessing Good Prospects
How to leverage research and contacts to get an appointment with the right person. How to identify the best call points. How to create an effective access message. How to conduct a persistent campaign.
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Be able to get an appointment with the right person in the prospect organization
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Self-Motivation
The real causes of “call-reluctance.” How to manage one’s self talk using “Stop-Challenge-Focus.” Discussion of best practices. Action planning using a tool.
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Be able to maintain their motivation for prospecting and apply best practices.
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