Your time is the most valuable asset that you have as a sales person. Your ability to protect it by minimizing the amount of time you spend with prospects that have a low probability to purchase will improve your probability for success. In order to be able to identify the bad prospects, it can help to have a picture of what a good prospect looks like. In other words, what an "ideal prospect" looks like. This is the Ideal Prospect module and it focuses on helping you to figure out what the prospects look like that you should be spending your valuable time with.

1. Focusing on the Ideal Prospect
Sales Prospecting 101
Michael Halper

2. You Are a Detective
• Being a sales person is like being a
detective
• You are searching for someone
• Searching for someone that fits
well with what you have to offer

3. Know Who You Are Looking For

4. What is the Ideal Prospect
• The prospects that fit best
– Most likely to need what you have
– Can benefit from your value
• The prospects that have a high
probability of moving forward
– Has budget to spend
– Has decision making authority
• Not necessarily who you will do
business with
– More of where you should focus your
time

5. Why this Step is Critical
• Time is the only resource that
cannot be replaced
• Increase your time spent with
prospects that have a high
probability to purchase
• Decrease your time spent with
prospects that have a high
probability to waste your time

6. Demographic Details
Category Examples
Geography • 50 mile radius of zip code 77002
• Within the state of Florida
• North east United States
Size • 100 to 500 employees
• $100 million to $500 million revenue
Industry • Manufacturing industry
• All but exclude education and
government
Department • Primary: Finance
• Secondary: Operations
Title • Primary: VP
• Secondary: Director

7. Environmental Details
Category Examples
Technical Pains • Time consuming and manual processes
• Not able to get needed data
• Systems aren’t reliable
Business Pains • Costs are high
• Not able to make quick business
decisions
• Customer satisfaction is low
Personal Pains • Not consistently hitting targets
• Concerned about job security
Root Cause of Pain • Using an outdated software platform
• Don’t have enough internal resources

8. Building Attack Lists
• Warm Attack List
– Existing relationships
– Inside contacts
– Top of the mind
• Cold Attack List
– Mass data dump
– LeadFerret, Hoovers,
One Source, List
Brokers

9. Key Takeaways
• Your time is your most valuable asset
• It is important to not try to sell to everybody
• There is a section of the market that fits really well with what we have to offer
• We need to know what that characteristics of the prospects that fit well
• That will tell us what our ideal prospect looks like
• When we know that, we will know what prospects to spend our valuable time
pursuing

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