Investigative Prospecting Day 6 of The 28 Days to Better Selling

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Investigative prospecting is about identifying individuals or corporations that are experiencing a certain event that makes them more open to immediately doing business with you. We have talked about sources of sales leads, and even Linkedin prospecting in the past few days.

Today’s sales podcast is for Day 6 of The 28 Days to Better Selling. In sales your ability to find new opportunities and fill your funnel constantly is the oxygen your career lives on. Without prospecting continually your sales career will come to an abrupt end. Have a listen to today’s sales podcast. I’m looking forward to your feedback.

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May 23, 2009 · Filed Under * Sales Podcast, 28 days to better selling, iPhone Podcasts

Comments

  • Shane,

    Great podcast on a subject that usually doesn't get the attention it deserves. And yes, I agree that the #1 reason most salespeople fail is because that don't have enough prospective customers to sell to.

    Google is great for searching for prospects in B2B selling. After specifically targeting a "type" of prospect, you can check out their website to learn exactly what they do. At this point, you can usually make a determination on whether your products or services could be used. To my surprise, these company websites will often even give you a point of contact.

    Thanks again for the great podcast and I hope everyone continues to follow your series.

    Will Fultz
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