Summary of High-Profit Prospecting

What Is Prospecting and Why Does It Matter?

The path to great sales is rocky and rugged. Many companies miss their growth targets due to poor sales. Often corporate sales cultures are shaky. Sometimes the lack of adequate pipelines is behind glaring sales problems. Pipelines falter because few salespeople today have the training to prospect properly. This is a huge problem for companies, which need a steady supply of potential buyers to maintain their long-term income and profits. First, consider what prospecting entails:

• Salespeople and marketers prospect potential customers “to identify” possible buyers.”
• Prospects are people you find qualified to become customers. Check their aptness and transform them into prospects through your conversations with them.    
• Prospecting begins with leads, the names, numbers, email addresses and contact information about potential customers.

Prospecting Myths

In sales, prospecting is essential. Without regular new prospects, sales dry up and the sales function falters. Poor prospecting is why companies end up firing...