Breaking Down the Sales Prospecting Process
Cold calling and prospecting is the toughest job a sales person has. To build a solid sales funnel and maximize your earnings you need to have a defined process for prospecting and we will share one with you.
About This Episode
Today’s we break down the prospecting process, how to get organized, focused, and targeted in your plan.
Robb kicks off the conversation with the concept of the Dream 250, a process OSR Manage and their sales teams live by. This process helps you get laser focused and find those valued relationships each sales rep requires.
Tim discusses tactics to get to those target prospects. We dive into a multi-channel approach to sales prospecting and using cold-calls as intelligence gathering. It’s not easy to get to your best prospects and the process helps you make each step a valuable exercise on the way to engaging your target.
We then engage on how to qualify MSP clients so prospecting time is not wasted on low value targets. We discuss the information you need to obtain and when to cut a prospect loose.
We also address the common sales gripe, “the leads are no good and I don’t have enough”. The truth is not the leads, but your approach and mindset will really dictate success. Most reps give up on a lead to early and we discuss what the proper expectation should be (psst….its not 3 calls).
Episode 121 Roundtable Welcome to Conference Season Do you have a plan for when you are attending an event? How do you maximize your time and ensure you meet as many people as possible when you are at a conference.Hosts Tim McNeil Robb Rogers Brian Doyle Share...
Episode 120 Roundtable Tactics for Quick Revenue Growth We are all looking for an edge, finding that growth hack. Today we discuss a few ways you can begin adding revenue tomorrow.Hosts Tim McNeil Robb Rogers Brian Doyle Share Episode Instagram Facebook...
Episode 119 Vince Tinnirello, Anchor Network Solutions Bettering IT Services by Borrowing from HospitalityStarting his career in hospitality, Vince moved into IT leveraging skills he learned in that industry to build relationships that drive over $6M in revenue for...