Prospecting and Training
Prospecting can be one of the most pro-active and targeted initiatives that can be taken to generate sales NOW.
Regrettably prospecting remains one of the least-liked activities in most businesses and as a consequence it is often far less productive than its potential.
Good Prospecting is fundamentally about three components:
- Market Intelligence: Any campaign is doomed to fail unless the information which it is based upon is accurate and a buying motive understood. Why would an individual or business want to buy your product? When are they likely to want to buy? What will motivate them to buy? These are all essential questions.
- Mindset & Environment: Having the right mindset at the start of the exercise and having the right environment to make calls in is essential to a successful campaign. Understanding how to overcome objections and recognising how success in this activity looks are vital contributors to achieving a personal payback for the individual’s time and effort.
- Process and Proposition: Having a clear process and an understanding of how prospecting calls are made is key to success. We do not prescribe the use of a script: however, we do recommend a series of actions which need to occur to experience a successful prospecting campaign.
BDM can provide:
Training: To enable your sales team to conduct more effective Business-to-Business or Business-to-Consumer prospecting initiatives.
Campaign Support: We can work with you and your team to run your campaign successfully. This includes the creation of the database, coaching, incentivisation, motivation and recognition. We will make calls with your team and show them how they can achieve the best results.
Call us to find out more about how we can help you with prospecting.
