Predictable Prospecting

Use the seven-step “Predictable Prospecting” program to improve your sales prospecting results.

Business-to-business salespeople can prospect effectively if they use an efficient system, such as the Predictable Prospecting program. The goal is to make lead generation, pipeline development and ultimately sales volume predictable and productive. If you focus on maintaining a full sales funnel, the result will be predictable B2B sales. To build your sales funnel and make better sales, use this seven-step program.

Step one: “Build a Six-Factor SWOT Analysis” to diagnose your strengths, weaknesses, opportunities and threats.

Most salespeople understand and can communicate the features and benefits of their products and services. Most know how to sell. Most understand how to employ their individual sales-technology platforms. However, few sales professionals can explain to prospects the value they will receive by buying their products and services instead of their rivals’ offerings.

Salespeople shouldn’t rely on corporate executives to develop SWOT analyses on the competition. Reps should develop useful analyses themselves by asking relevant ...