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

  • http://www.bizsugar.com/story/16055 BizSugar.com

    Prospecting is a Discipline | Sales Podcast by @shanegibson…

    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…

  • http://topsy.com/tb/ow.ly/IiVt Tweets that mention Prospecting is a Discipline | Sales Podcast and Social Media Training Blog by Shane Gibson – Canada – USA – South Africa — Topsy.com

    [...] This post was mentioned on Twitter by Shane Gibson and Beth Anne Grib, James McGowan. James McGowan said: RT @shanegibson: Just posted, New Podcast: Prospecting is a discipline http://ow.ly/IiVt #sales #goalsetting [...]

  • http://www.ubervu.com/conversations/www.closingbigger.net/2009/12/prospecting-is-a-discipline/ uberVU – social comments

    Social comments and analytics for this post…

    This post was mentioned on Twitter by AtlantaJames: RT @shanegibson: Just posted, New Podcast: Prospecting is a discipline http://ow.ly/IiVt #sales #goalsetting…

  • http://bettercloser.com/ Bill Rice

    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

  • http://bettercloser.com Bill Rice

    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