Sales Prospecting for Sales Results
Sales Prospecting for Sales Results
Sales Prospecting for Sales Results - To learn more about this author, visit Bob Urichuck's Website.
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Are you, as a sales or business professional, getting the results you are looking for from you sales prospecting strategies and techniques?
Do you have a sales prospecting strategy in place?
Do you follow a sales prospecting system or sales prospecting process?
If you answered yes to any of the above questions, you are probably considered a successful sales professional.
If not, then allow me to share some sales strategies on sales prospecting with you from the internationally proven ABC, 123 Sales Results System, a non-traditional sales process.
It is a behaviour, the B in ABC and it is one of the areas of importance when it comes to the things we do on a daily basis in sales.
First we need to know what our sales prospects should look like - we need to profile them so that we can take a targeted sales prospecting approach and not a shot gun approach.
To do that you need to define the sales prospecting criteria for three customer levels - A, B, and C.
Your best customers are considered you're "A" or absolute customers, because without them, you would be out of business. This is based on the 80/20 rule, where 80% if your sales results come from 20% of your customers.
What criteria best describes you're A customers? Is it margin, volume, profits, brand, etc.?
Then what is the sales criteria for your next level of customers -"B" - beneficial customers? How are they distinguished from A customers?
Then what is the sales criteria for your next level of customers -"C" - convenient customers? How are they distinguished from B customers?
Once your sales criteria is defined for each level of customer, go to your sales data base and using the sales criteria identify your existing customers as A, B or C.
You may find that most of your sales are probably to "C" or convenient customers.
Separate the A customers and create their profile based on the information on hand. You will find that there is something different about them, compared to the B's and C's.
What is that difference? Now map that profile over to the market place for sales prospecting. Who are the A's out there?
Do the same with the B customers and identified the sales prospects for you B category in the marketplace. Also, look at your existing B customers who have potential to be come A's.
The Bottom Line: Sales prospecting can be fun and most rewarding for sales results when you invest the time and plan your sales prospecting approach according to the ABC, 123 Sales Results System.
Sales Prospecting for Sales Results - To learn more about this author, visit Bob Urichuck's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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