The majority of my clients find the most challenging piece of the sales process is booking more meetings with qualified prospects and there is very little emphasis placed on the all important activity....prospecting. Although we do discuss the entire sales process our focus is on prospecting, generating more meetings with qualified prospects.
The key to successful prospecting is staying focused on the ultimate goal, a Face-to-Face or Voice-to-Voice interaction designed to uncover needs and determine if there are potential synergies or a fit. If so, to map out the next step: a follow-up conversation and/or a meeting.
With this in mind there are only a handful of activities that generate these interactions: