SlideShare a Scribd company logo
1 of 10
Focusing on the Ideal Prospect 
Sales Prospecting 101 
Michael Halper
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
Know Who You Are Looking For
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
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
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
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Root Cause of Pain • Using an outdated software platform 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
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
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
www.salesscripter.com | info@salesscripter.com | 713-802-2026

More Related Content

What's hot

What's hot (20)

How to Deal with Gatekeepers when Sales Prospecting
How to Deal with Gatekeepers when Sales ProspectingHow to Deal with Gatekeepers when Sales Prospecting
How to Deal with Gatekeepers when Sales Prospecting
 
Onboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So DifficultOnboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So Difficult
 
How to Manage a Sales Team Like a Championship Football Coach
How to Manage a Sales Team Like a Championship Football CoachHow to Manage a Sales Team Like a Championship Football Coach
How to Manage a Sales Team Like a Championship Football Coach
 
How to Get Prospects on the Phone
How to Get Prospects on the PhoneHow to Get Prospects on the Phone
How to Get Prospects on the Phone
 
10 Tips for How to Build More Rapport with Sales Prospects
10 Tips for How to Build More Rapport with Sales Prospects10 Tips for How to Build More Rapport with Sales Prospects
10 Tips for How to Build More Rapport with Sales Prospects
 
Follow up strategies
Follow up strategiesFollow up strategies
Follow up strategies
 
How to Become a Better Closer
How to Become a Better CloserHow to Become a Better Closer
How to Become a Better Closer
 
How to Get Prospects to Answer the Phone When Cold Calling
How to Get Prospects to Answer the Phone When Cold CallingHow to Get Prospects to Answer the Phone When Cold Calling
How to Get Prospects to Answer the Phone When Cold Calling
 
How to Be an Awesome Networker
How to Be an Awesome NetworkerHow to Be an Awesome Networker
How to Be an Awesome Networker
 
Build Email Drip Campaigns that Convert Sales
Build Email Drip Campaigns that Convert SalesBuild Email Drip Campaigns that Convert Sales
Build Email Drip Campaigns that Convert Sales
 
SMART Sales System - Module 12: Qualifying
SMART Sales System - Module 12: QualifyingSMART Sales System - Module 12: Qualifying
SMART Sales System - Module 12: Qualifying
 
MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.
MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.
MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.
 
How to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasyHow to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments Easy
 
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
 
Chapter 22 - Getting Around Gatekeepers (The SMART Sales System)
Chapter 22 - Getting Around Gatekeepers (The SMART Sales System)Chapter 22 - Getting Around Gatekeepers (The SMART Sales System)
Chapter 22 - Getting Around Gatekeepers (The SMART Sales System)
 
How to Immediately Become a Better Closer
How to Immediately Become a Better CloserHow to Immediately Become a Better Closer
How to Immediately Become a Better Closer
 
How to Have Awesome First Appointments with Prospects
How to Have Awesome First Appointments with ProspectsHow to Have Awesome First Appointments with Prospects
How to Have Awesome First Appointments with Prospects
 
How to improve your control over the sales process
How to improve your control over the sales processHow to improve your control over the sales process
How to improve your control over the sales process
 
How to Become a Consultative Salesperson
How to Become a Consultative SalespersonHow to Become a Consultative Salesperson
How to Become a Consultative Salesperson
 
How to Build Cold Calling Campaigns that Generate Leads
How to Build Cold Calling Campaigns that Generate LeadsHow to Build Cold Calling Campaigns that Generate Leads
How to Build Cold Calling Campaigns that Generate Leads
 

Viewers also liked

Prospect engagement & sales pipeline overview
Prospect engagement & sales pipeline overviewProspect engagement & sales pipeline overview
Prospect engagement & sales pipeline overview
Heinz Marketing Inc
 

Viewers also liked (13)

Defining your Ideal Prospect & Prospect Persona
Defining your Ideal Prospect & Prospect PersonaDefining your Ideal Prospect & Prospect Persona
Defining your Ideal Prospect & Prospect Persona
 
Materi KISS ME 2014
Materi KISS ME 2014Materi KISS ME 2014
Materi KISS ME 2014
 
Prospect engagement & sales pipeline overview
Prospect engagement & sales pipeline overviewProspect engagement & sales pipeline overview
Prospect engagement & sales pipeline overview
 
Shuba Solutions- Mobile Sales and Prospect Application
Shuba Solutions- Mobile Sales and Prospect ApplicationShuba Solutions- Mobile Sales and Prospect Application
Shuba Solutions- Mobile Sales and Prospect Application
 
Sales Ready Lead Starter Kit
Sales Ready Lead Starter KitSales Ready Lead Starter Kit
Sales Ready Lead Starter Kit
 
Is My Prospect Qualified--and Other Great Sales Questions
Is My Prospect Qualified--and Other Great Sales QuestionsIs My Prospect Qualified--and Other Great Sales Questions
Is My Prospect Qualified--and Other Great Sales Questions
 
Sales: It's Not About YOU Part 2: Prospect Buy for Their Reasons
Sales: It's Not About YOU Part 2: Prospect Buy for Their ReasonsSales: It's Not About YOU Part 2: Prospect Buy for Their Reasons
Sales: It's Not About YOU Part 2: Prospect Buy for Their Reasons
 
How to Find New Customers - Outreach Formula 2.0 - The £multi-million Sales ...
How to Find New Customers - Outreach Formula 2.0 -  The £multi-million Sales ...How to Find New Customers - Outreach Formula 2.0 -  The £multi-million Sales ...
How to Find New Customers - Outreach Formula 2.0 - The £multi-million Sales ...
 
7 Sales Tips for Prospecting
7 Sales Tips for Prospecting7 Sales Tips for Prospecting
7 Sales Tips for Prospecting
 
Close sale whattsapp link 2
Close sale whattsapp link 2Close sale whattsapp link 2
Close sale whattsapp link 2
 
Presentasi Program SMK Sales Awards
Presentasi Program SMK Sales AwardsPresentasi Program SMK Sales Awards
Presentasi Program SMK Sales Awards
 
Top 50 Sales Prospecting Stats that will Make You a Sales Rockstar
Top 50 Sales Prospecting Stats that will Make You a Sales RockstarTop 50 Sales Prospecting Stats that will Make You a Sales Rockstar
Top 50 Sales Prospecting Stats that will Make You a Sales Rockstar
 
The Four Communication Styles and How to Use Them to Increase Sales
The Four Communication Styles and How to Use Them to Increase SalesThe Four Communication Styles and How to Use Them to Increase Sales
The Four Communication Styles and How to Use Them to Increase Sales
 

Similar to Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal Prospect

Louadlerhowtobealinkedinheadhunter12736126609998phpapp02 12741207197991 Phpapp01
Louadlerhowtobealinkedinheadhunter12736126609998phpapp02 12741207197991 Phpapp01Louadlerhowtobealinkedinheadhunter12736126609998phpapp02 12741207197991 Phpapp01
Louadlerhowtobealinkedinheadhunter12736126609998phpapp02 12741207197991 Phpapp01
skamceva
 
Effective Sales Force Management
Effective Sales Force ManagementEffective Sales Force Management
Effective Sales Force Management
Abdullah Saeed
 
Search strategy 2013
Search strategy 2013Search strategy 2013
Search strategy 2013
Eden Higgins
 

Similar to Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal Prospect (20)

How to write a business plan
How to write a business planHow to write a business plan
How to write a business plan
 
Sales process.pptx
Sales process.pptxSales process.pptx
Sales process.pptx
 
Head Hunting
Head HuntingHead Hunting
Head Hunting
 
The Value of Developing Relationships in Selling
The Value of Developing Relationships in SellingThe Value of Developing Relationships in Selling
The Value of Developing Relationships in Selling
 
Louadlerhowtobealinkedinheadhunter12736126609998phpapp02 12741207197991 Phpapp01
Louadlerhowtobealinkedinheadhunter12736126609998phpapp02 12741207197991 Phpapp01Louadlerhowtobealinkedinheadhunter12736126609998phpapp02 12741207197991 Phpapp01
Louadlerhowtobealinkedinheadhunter12736126609998phpapp02 12741207197991 Phpapp01
 
How to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationHow to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering Information
 
Multi-Stakeholder Selling: A Modern Approach
Multi-Stakeholder Selling: A Modern ApproachMulti-Stakeholder Selling: A Modern Approach
Multi-Stakeholder Selling: A Modern Approach
 
Effective Sales Force Management
Effective Sales Force ManagementEffective Sales Force Management
Effective Sales Force Management
 
Launch discussion slides 032017
Launch discussion slides  032017Launch discussion slides  032017
Launch discussion slides 032017
 
Week 01_Strategy
Week 01_StrategyWeek 01_Strategy
Week 01_Strategy
 
Lean entrepreneur pdf
Lean entrepreneur pdfLean entrepreneur pdf
Lean entrepreneur pdf
 
Sales to US Clients for Outsourcing Business
Sales to US Clients for Outsourcing BusinessSales to US Clients for Outsourcing Business
Sales to US Clients for Outsourcing Business
 
Edexcel A Level Business Theme 1
Edexcel A Level Business Theme 1Edexcel A Level Business Theme 1
Edexcel A Level Business Theme 1
 
16 00 u dominique verniers inbound-methodoloy-at-xerius
16 00 u dominique verniers inbound-methodoloy-at-xerius16 00 u dominique verniers inbound-methodoloy-at-xerius
16 00 u dominique verniers inbound-methodoloy-at-xerius
 
Best Practices in Software Vendor Selection
Best Practices in Software Vendor SelectionBest Practices in Software Vendor Selection
Best Practices in Software Vendor Selection
 
Career Growth Questions You're Afraid to Ask
Career Growth Questions You're Afraid to AskCareer Growth Questions You're Afraid to Ask
Career Growth Questions You're Afraid to Ask
 
Search strategy 2013
Search strategy 2013Search strategy 2013
Search strategy 2013
 
Content Nirvana for b2b product startups
Content Nirvana for b2b product startupsContent Nirvana for b2b product startups
Content Nirvana for b2b product startups
 
In Plain Sight: Hidden Wastes that Jeopardize your organization
In Plain Sight: Hidden Wastes that Jeopardize your organizationIn Plain Sight: Hidden Wastes that Jeopardize your organization
In Plain Sight: Hidden Wastes that Jeopardize your organization
 
Enticing Top Talent for Your Senior Living Leadership Team
Enticing Top Talent for Your Senior Living Leadership TeamEnticing Top Talent for Your Senior Living Leadership Team
Enticing Top Talent for Your Senior Living Leadership Team
 

More from SalesScripter

More from SalesScripter (20)

How to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsHow to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales Systems
 
How to Cold Call Businesses
How to Cold Call BusinessesHow to Cold Call Businesses
How to Cold Call Businesses
 
Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond
 
How to Create a Sales Message
How to Create a Sales MessageHow to Create a Sales Message
How to Create a Sales Message
 
How to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallHow to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold Call
 
Cold Call for Wireless Services
Cold Call for Wireless ServicesCold Call for Wireless Services
Cold Call for Wireless Services
 
Worst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenWorst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever Seen
 
What to Do In the First 30 Seconds of Cold Call
What to Do In the First 30 Seconds of Cold Call What to Do In the First 30 Seconds of Cold Call
What to Do In the First 30 Seconds of Cold Call
 
How to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionHow to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales Objection
 
Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling
 
Sales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSales Script for Business Process Outsourcing
Sales Script for Business Process Outsourcing
 
Example of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersExample of Cold Calling Small Business Owners
Example of Cold Calling Small Business Owners
 
How to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: ClosingHow to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: Closing
 
How to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsHow to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: Demonstrations
 
How to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsHow to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating Leads
 
How to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessHow to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales Process
 
How to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutHow to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching Out
 
How to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategyHow to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - Strategy
 
A Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleA Good LinkedIn Outreach Example
A Good LinkedIn Outreach Example
 
How to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToHow to Respond to What Is This In Regards To
How to Respond to What Is This In Regards To
 

Recently uploaded

RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODFRATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
CaitlinCummins3
 
00971508021841 حبوب الإجهاض في دبي | أبوظبي | الشارقة | السطوة |❇ ❈ ((![© ر
00971508021841 حبوب الإجهاض في دبي | أبوظبي | الشارقة | السطوة |❇ ❈ ((![©  ر00971508021841 حبوب الإجهاض في دبي | أبوظبي | الشارقة | السطوة |❇ ❈ ((![©  ر
00971508021841 حبوب الإجهاض في دبي | أبوظبي | الشارقة | السطوة |❇ ❈ ((![© ر
nafizanafzal
 
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in PakistanChallenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
vineshkumarsajnani12
 
Contact +971581248768 for 100% original and safe abortion pills available for...
Contact +971581248768 for 100% original and safe abortion pills available for...Contact +971581248768 for 100% original and safe abortion pills available for...
Contact +971581248768 for 100% original and safe abortion pills available for...
DUBAI (+971)581248768 BUY ABORTION PILLS IN ABU dhabi...Qatar
 
Presentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelledPresentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelled
CaitlinCummins3
 
Powerpoint showing results from tik tok metrics
Powerpoint showing results from tik tok metricsPowerpoint showing results from tik tok metrics
Powerpoint showing results from tik tok metrics
CaitlinCummins3
 
Shots fired Budget Presentation.pdf12312
Shots fired Budget Presentation.pdf12312Shots fired Budget Presentation.pdf12312
Shots fired Budget Presentation.pdf12312
LR1709MUSIC
 
Obat Aborsi Depok 0851\7696\3835 Jual Obat Cytotec Di Depok
Obat Aborsi Depok 0851\7696\3835 Jual Obat Cytotec Di DepokObat Aborsi Depok 0851\7696\3835 Jual Obat Cytotec Di Depok
Obat Aborsi Depok 0851\7696\3835 Jual Obat Cytotec Di Depok
Obat Aborsi Jakarta Wa 085176963835 Apotek Jual Obat Cytotec Di Jakarta
 

Recently uploaded (20)

RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODFRATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
 
How Bookkeeping helps you in Cost Saving, Tax Saving and Smooth Business Runn...
How Bookkeeping helps you in Cost Saving, Tax Saving and Smooth Business Runn...How Bookkeeping helps you in Cost Saving, Tax Saving and Smooth Business Runn...
How Bookkeeping helps you in Cost Saving, Tax Saving and Smooth Business Runn...
 
00971508021841 حبوب الإجهاض في دبي | أبوظبي | الشارقة | السطوة |❇ ❈ ((![© ر
00971508021841 حبوب الإجهاض في دبي | أبوظبي | الشارقة | السطوة |❇ ❈ ((![©  ر00971508021841 حبوب الإجهاض في دبي | أبوظبي | الشارقة | السطوة |❇ ❈ ((![©  ر
00971508021841 حبوب الإجهاض في دبي | أبوظبي | الشارقة | السطوة |❇ ❈ ((![© ر
 
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in PakistanChallenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
 
Contact +971581248768 for 100% original and safe abortion pills available for...
Contact +971581248768 for 100% original and safe abortion pills available for...Contact +971581248768 for 100% original and safe abortion pills available for...
Contact +971581248768 for 100% original and safe abortion pills available for...
 
HomeRoots Pitch Deck | Investor Insights | April 2024
HomeRoots Pitch Deck | Investor Insights | April 2024HomeRoots Pitch Deck | Investor Insights | April 2024
HomeRoots Pitch Deck | Investor Insights | April 2024
 
Presentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelledPresentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelled
 
Powerpoint showing results from tik tok metrics
Powerpoint showing results from tik tok metricsPowerpoint showing results from tik tok metrics
Powerpoint showing results from tik tok metrics
 
Beyond Numbers A Holistic Approach to Forensic Accounting
Beyond Numbers A Holistic Approach to Forensic AccountingBeyond Numbers A Holistic Approach to Forensic Accounting
Beyond Numbers A Holistic Approach to Forensic Accounting
 
Progress Report - UKG Analyst Summit 2024 - A lot to do - Good Progress1-1.pdf
Progress Report - UKG Analyst Summit 2024 - A lot to do - Good Progress1-1.pdfProgress Report - UKG Analyst Summit 2024 - A lot to do - Good Progress1-1.pdf
Progress Report - UKG Analyst Summit 2024 - A lot to do - Good Progress1-1.pdf
 
SCI9-Q4-MOD8.1.pdfjttstwjwetw55k5wwtwrjw
SCI9-Q4-MOD8.1.pdfjttstwjwetw55k5wwtwrjwSCI9-Q4-MOD8.1.pdfjttstwjwetw55k5wwtwrjw
SCI9-Q4-MOD8.1.pdfjttstwjwetw55k5wwtwrjw
 
The Art of Decision-Making: Navigating Complexity and Uncertainty
The Art of Decision-Making: Navigating Complexity and UncertaintyThe Art of Decision-Making: Navigating Complexity and Uncertainty
The Art of Decision-Making: Navigating Complexity and Uncertainty
 
WheelTug Short Pitch Deck 2024 | Byond Insights
WheelTug Short Pitch Deck 2024 | Byond InsightsWheelTug Short Pitch Deck 2024 | Byond Insights
WheelTug Short Pitch Deck 2024 | Byond Insights
 
Pitch Deck Teardown: Goodcarbon's $5.5m Seed deck
Pitch Deck Teardown: Goodcarbon's $5.5m Seed deckPitch Deck Teardown: Goodcarbon's $5.5m Seed deck
Pitch Deck Teardown: Goodcarbon's $5.5m Seed deck
 
A DAY IN THE LIFE OF A SALESPERSON .pptx
A DAY IN THE LIFE OF A SALESPERSON .pptxA DAY IN THE LIFE OF A SALESPERSON .pptx
A DAY IN THE LIFE OF A SALESPERSON .pptx
 
Home Furnishings Ecommerce Platform Short Pitch 2024
Home Furnishings Ecommerce Platform Short Pitch 2024Home Furnishings Ecommerce Platform Short Pitch 2024
Home Furnishings Ecommerce Platform Short Pitch 2024
 
Shots fired Budget Presentation.pdf12312
Shots fired Budget Presentation.pdf12312Shots fired Budget Presentation.pdf12312
Shots fired Budget Presentation.pdf12312
 
Solar Panel Installation A Comprehensive Guide.pdf
Solar Panel Installation A Comprehensive Guide.pdfSolar Panel Installation A Comprehensive Guide.pdf
Solar Panel Installation A Comprehensive Guide.pdf
 
Obat Aborsi Depok 0851\7696\3835 Jual Obat Cytotec Di Depok
Obat Aborsi Depok 0851\7696\3835 Jual Obat Cytotec Di DepokObat Aborsi Depok 0851\7696\3835 Jual Obat Cytotec Di Depok
Obat Aborsi Depok 0851\7696\3835 Jual Obat Cytotec Di Depok
 
What are the differences between an international company, a global company, ...
What are the differences between an international company, a global company, ...What are the differences between an international company, a global company, ...
What are the differences between an international company, a global company, ...
 

Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal Prospect

  • 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