Sales Prospecting: How to Connect with Today’s Busy Buyers

Course details

Prospecting is an incredibly important activity for today's sales professional, across industries and marketplaces, so it's critical to develop and execute a strong prospecting strategy.

In this course, sales expert Shawn Casemore offers concrete guidance and best practices for prospecting. Shawn dives into preparing to prospect, developing your touchpoint strategy, and standing apart from your competition when you're prospecting. He highlights the best prospecting methods to grab the attention of today’s busy buyers and to build trust and rapport by offering value. Plus, Shawn shows you how to continue to improve your prospecting strategy, effectively manage more prospects, and increase your prospecting in the most effective manner possible. The key to selling more is to be able to steadily increase the number of prospects you engage with.

Concepts

0. Introduction

01 - Build your sales prospecting strategy

1. Prepare to Prospect for Sales

02 - Identify your channels
03 - Define your targets for prospecting
04 - Set your minimum and maximum goal
05 - Track your progress when prospecting

2. Develop Your Prospecting Touchpoint Strategy

06 - What is a touchpoint strategy
07 - Various methods to successfully reach your prospect
08 - Accelerating versus decelerating your touchpoints
09 - Scope out your touchpoint strategy to reach your prospect

3. Stand Out Amidst Your Competition

10 - Assessing your competition
11 - Building your competitive strategy
12 - Introducing value to improve your conversion rate
13 - Using responsiveness as a competitive advantage

4. Continually Improve Your Prospecting Strategy

14 - Being disciplined when prospecting
15 - Dealing with difficult prospects
16 - Managing an influx of prospects

Conclusion

17 - Accelerating your prospecting results

Sales Prospecting: How to Connect with Today’s Busy Buyers

Authors

Shawn Casemore