Prospecting is a Discipline

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Today’s podcast is on developing a prospecting discipline and why you need to plan it out and make it part of your sales and marketing strategy. Bullet points on the podcast:

Four Types of Prospecting:

  1. Face to Face
  2. Extended Personal
  3. Community and Network Prospecting
  4. Media Marketing/Prospecting

Make a Plan:

  1. Have the intent to meet people wherever you go, be aware and focus on rapport
  2. Book time everyday for e-mail and phone calls
  3. Book time everyday for prospecting on Linkedin and listening/monitoring the web
  4. Attend two target rich events per month and one major conference per quarter
  5. Budget a percentage of your projected income or revenues and spend it every month on media and press releases etc.

What’s your prospecting plan look like?

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December 3, 2009 · Filed Under * Sales Podcast, Sales Articles, Sales Blog, Sales Training, social media, social media training

Comments

  • Shane,

    This is great!

    We all neglect prospecting and wonder why our closing number are so erratic. These are great action items.

    I especially like the tips for LinkedIn time allocation and putting in budget for press releases . I never invest enough in my prospecting, myself.

    -Bill
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