The result: creating a targeted prospecting strategy is becoming a major challenge for sales professionals today.
This trend was a key finding in our 2018 Selling Challenges Study which included survey responses from hundreds of sales professionals across industries.
In our latest brief, Creating a Targeted Prospecting Strategy, we look at specific ways sales professionals can develop routines that ensure the resources needed to pursue a lead are allocated wisely. We cover strategies like:
- Asking a specific sequence of questions to determine the qualifications of a lead
- Why sales professionals who prepare a “need benefit” statement get the customer’s attention
- What to do when a hard-earned prospect disengages
- What questions to ask when outlining best practices
Check out the brief and jump-start your sales prospecting strategy today.