Prospecting is arguably the most important and impactful activity for any organization, yet it’s the most misunderstood.
The revenue and the profit that prospecting can generate for an organization, and for an individual sales rep, is obviously valuable and strongly desired by all of us.
Yet prospecting is the most avoided of all sales activities. And as a result is rarely done effectively or consistently.
Why is that?
The answer is simple, and we all know what the answer is, it’s because of the rejection.
Prospecting remains one of the most misunderstood and avoided of all selling activities. It’s really ironic when you stop to think about it because filling and maintaining a full pipeline of qualified opportunities is arguably the most important activity in the sales process.
When asked about prospecting, 75% of companies said they were challenged when it came to maintaining the appropriate level of prospecting on a weekly and monthly basis. The goal in pipeline management is to have at least 3X the number of qualified prospects, and dollar value, in any given month in your pipeline. Achieving a 30 – 35% closing ratio based on your pipeline goal should enable you to consistently and predictably meet your sales objective month after month.
Effectively qualifying leads is an essential and critical aspect of building a solid, opportunity filled pipeline. As you know, there are 3 key qualifiers you must identify:
How convenient would it be if you could just come right out and ask these questions during your first conversation? It would be easy enough to justify too; you’d be saving both yourself and your prospect time and money. Combine that thought with the drive and desire to close the deal and it’s easy to see how a sales person might lose focus, abandon their own process and end up asking key questions at the wrong time, or avoiding them altogether.
Wouldn’t it be great if you had your own PR person working on building your online presence?
If you did, you’d have two advantages:
Fortunately, you don’t need to hire someone. All you need to do is work on your LinkedIn profile.
I found a great article at Inc. magazine that will remind you of why LinkedIn is one of the greatest PR firms on the planet…
The Secret to Getting Noticed on LinkedIn
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.