Sales Prospecting: How to Connect with Today’s Busy Buyers
40mBeginner2023-08-01
Authors
Shawn Casemore
Course details
Prospecting is an incredibly important activity for today's sales professional, across industries and marketplaces, so it's critical to develop and execute a strong prospecting strategy.
In this course, sales expert Shawn Casemore offers concrete guidance and best practices for prospecting. Shawn dives into preparing to prospect, developing your touchpoint strategy, and standing apart from your competition when you're prospecting. He highlights the best prospecting methods to grab the attention of today’s busy buyers and to build trust and rapport by offering value. Plus, Shawn shows you how to continue to improve your prospecting strategy, effectively manage more prospects, and increase your prospecting in the most effective manner possible. The key to selling more is to be able to steadily increase the number of prospects you engage with.
In this course, sales expert Shawn Casemore offers concrete guidance and best practices for prospecting. Shawn dives into preparing to prospect, developing your touchpoint strategy, and standing apart from your competition when you're prospecting. He highlights the best prospecting methods to grab the attention of today’s busy buyers and to build trust and rapport by offering value. Plus, Shawn shows you how to continue to improve your prospecting strategy, effectively manage more prospects, and increase your prospecting in the most effective manner possible. The key to selling more is to be able to steadily increase the number of prospects you engage with.
Skills covered
Sales SkillsSalesDeep Dive (X:Y)
Concepts
Introduction
- Build your sales prospecting strategy
Prepare to Prospect for Sales
- Identify your channels
- Define your targets for prospecting
- Set your minimum and maximum goal
- Track your progress when prospecting
Develop Your Prospecting Touchpoint Strategy
- What is a touchpoint strategy
- Various methods to successfully reach your prospect
- Accelerating versus decelerating your touchpoints
- Scope out your touchpoint strategy to reach your prospect
Stand Out Amidst Your Competition
- Assessing your competition
- Building your competitive strategy
- Introducing value to improve your conversion rate
- Using responsiveness as a competitive advantage
Continually Improve Your Prospecting Strategy
- Being disciplined when prospecting
- Dealing with difficult prospects
- Managing an influx of prospects
Conclusion
- Accelerating your prospecting results