New Opportunities
Sales can be a challenging career, and it often comes with limited training. In college, most people never study sales, though many take a position in sales shortly after graduating. At a high level, selling may be about getting someone to buy products and services, but just knowing that isn't enough to structure your day, much less advance your sales career. The best place to start is by focusing on how to find and develop your potential customers, which is called prospecting. Prospecting is an important part of the sales process, as it helps develop the pipeline of potential customers available.
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Prospecting, done right, not only creates a pipeline of potential customers, it helps to position you as a trusted advisor. It also helps you focus on the right accounts. That’s why it’s important to understand how prospecting fits in the overall sales cycle.
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In many ways, sales is all about the numbers. Practicing strategic prospecting helps avoid solely relying on the number of calls made or emails sent. Realistically, there are only a certain number of calls or a certain number of emails that you can send in a given day, limiting the options for increasing your prospect pool. Knowing who to target and taking a well-defined approach to reach them increases your chances of getting their attention and interest, helping you, in turn, better understand their needs. This is what can help move them along in the sales cycle, giving you a measurably better return for the time and energy you invest.
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The Repeatable process uncovers the three main ways in which a salesperson can keep their funnels full and active. We will dive into:
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Getting customers interested.
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Finding interested customers.
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Getting interested customers to find you