Life of a Sales Professional Educational Series Vol. 1: Prospecting

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YOU SHOULD forecast an ambitious monthly target for your prospecting activity. This should be a specific number of OUTBOUND calls/e-mails to high-level leads. You should determine exactly who you plan …

YOU SHOULD forecast an ambitious monthly target for your prospecting activity. This should be a specific number of OUTBOUND calls/e-mails to high-level leads. You should determine exactly who you plan to contact, how many attempts you will make, be clear on your opening conversation and keep track of your progress. You should identify why leads went dead and make adjustments to your approach accordingly.

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