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Brief: Creating a Targeted Prospecting Strategy

Sales performance improvement

how to create targeted prospecting strategy

February 19, 2018Brief

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What’s Inside

The availability of information today offers limitless data on potential customers, causing many sales professionals to get lost in the details. The solution: develop a more targeted prospecting approach with a few key steps.

Download the Richardson Sales Performance's brief, Creating a Targeted Prospecting Strategy, to get specific takeaways to navigate this challenge.

We look at:

  • Understanding the lead’s “compelling event” in order to determine close-ability
  • Why defining a prospecting strategy means defining best practices
  • The value of debriefing, which builds the self-awareness needed to win more sales
  • How a customized leading message gets the customer’s attention early

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