Selling Challenges Brief: Creating a Targeted Prospecting Strategy
By Richardson Sales Training | February, 20 2018
Technology is equipping sales professionals with more capabilities to source leads, but with more choices comes confusion. At the same time, more decision makers are entering the picture further complicating the prospecting process.
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
Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.
Complimentary Brief: Creating a Targeted Prospecting Strategy