Prospecting 101

1. Prospecting Tips.

3. AgendaAlways make a plan!
o What are you looking to achieve?
o It is just information or is it an opportunity.
o Who are you calling?
o What's the relationship, Who are they, Department links.
o What’s your Value?
o Will they even listen to what your saying.

4. What are you looking
to achieve?
What’s your Value?
Who are you calling?

5. Agenda

6. AgendaPick up the phone..
o But don’t just call for the sake of it – Value.
o Call at different times of the day.
o Everyone is in a meeting @10am.
o Lower level employees tell you all the
information.
o Keep track of who is opening your emails and
call them first. (Hubspot)
o Keep on top of your lists to target/Salesforce.

7. Agenda

8. AgendaTouchpoints
o Ask for referrals.
o Never just call - Call, Email, Call, Email, LinkedIn.
o Send relevant content.
o LinkedIn @ Director level for the win.
o Don’t give up but don’t be annoying.

10. Pick up the phone..
Always followup.
- 44% of salespeople give up after one follow-up.
- 80% of sales require five follow-ups.
Link to some more amazing Stats!