54 / 112
Does this sound familiar to you?
This is the typical approach to
prospecting. Besides being disorgan-
ized and tedious, the process yields
less than stellar results because it
inhibits prospects from becoming
familiar with the salesperson’s
organization.
SALES
ILL IS RESPONSIBLE FOR SALES AT
his
company and considers himself a tenacious
worker. Whenever he discovers a new prospect,
he enters him or her into the system. From there, he will
attempt to contact that person by phone, through email and
even via office visit if possible. However, after a number of
failed attempts, Bill is likely to toss the person into the sea of
dead prospects.
B
STEP BY STEP TO MORE SALES
PROSPECTING ISN’T AN EVENT, IT’S A CAMPAIGN
BY MARC WAYSHAK
52 •
PPB
• MARCH 2015
GROW