Brief: What Does Agility Really Look Like When Prospecting?
Prospecting
Written by: Ben Taylor, MBA, Content Marketing Manager, Richardson
Published: January 19, 2022
What's Inside
Most leaders today agree on the value of agility in the reach for an operational edge.
What is less understood is how to make agility a visible part of their prospecting process. Until now.
In Richardson Sales Performance’s brief, "What Does Agility Really Look Like When Prospecting?" we offer three key principles that together form a clear framework for developing agility in what we call Consultative Prospecting.
We show how to:
- Make agility in prospecting ongoing so that momentum is maintained, and each outreach becomes more aligned with the customer’s needs.
- Draft prospecting communication that will “message the moment” by leveraging higher-level research skills to address what is top-of-mind for prospects.
- Build a prospecting approach that benefits from changes in the customer’s world by learning to make use of new information.