Sales Prospecting, Sales Flow and Sales Prospecting in BIM Industry, Customer Relationship Management, Sales Result

1. Sales Prospecting
By Aman Saxena and Divy Pujara

2. Agenda
• What is Sales Prospecting?
• Sales Process Flow
• Ideal Customer Profile (ICP)
• Different Ways of Prospecting
• Prospecting for BIM Outsourcing
• Sales Secret
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3. What is Sales Prospecting?
Prospect: A prospect is an individual or organization that fits a seller’s
criteria to be a potential customer.
Prospecting: Prospecting is the process of identifying potential
customers, finding them, and creating a base of leads with the goal of
further communicating and converting them into paying customers.
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The Life Blood of Selling

4. Sales
Prospecting
Sales prospecting by definition is all
about finding potential buyers or
clients – also known as prospects –
for your product/service and reaching
out to them, with the aim of entering
them into a sales funnel they’ll stay in
until, hopefully, they’re ready to buy
from you.

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6. Ideal Customer Profile (ICP)
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7. Different Ways of
Prospecting
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• Cold Calling
• Cold Emailing
• LinkedIn
• Social Media Networking
• Face to Face Meeting
• Video Conferencing
• Referral Requests
• Networking (Events, Exhibitions, Chambers, Trade-Shows, etc.)
• And more…

8. Prospecting for BIM
Outsourcing
Leads
• Raw Database
Prospects
• After Qualification
Outreach/
Prospecting
• Reach out to the
via sales channels
Create
• With following up
Prospects, it turns in
opportunities
Close-Won
• After nurturing and
negotiation, it results
objective of sales,
of Project
1 2 3 4 5
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9. Sales Secrets
• Have NO FEAR
• Ask the right questions – what can I do to get your business?
• Listen very carefully to the answers
• Clearly define the next steps
• Demonstrate how you can solve their pain-points
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10. Your intentions matter, and they are felt by your clients, your
prospects, and all of the people whom you interact. When
you come from a place of caring, you generate trust and
build powerful relationships. But if your actions are self-
serving, they destroy trust and ruin relationships..
-Anthony Iannarino
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11. Please Ask your
Questions
#ONLY related to Sales Prospecting
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12. Thank you 
Divy Pujara
Aman Saxena