Want to accelerate your sales this year, but unsure which sales skill to make a priority and develop among your sales reps?
If I had to choose one to suggest to you, it would be prospecting.
Now, let’s dive a little bit deeper to specifically the kind of prospecting I’m talking about.
What are good prospecting skills today? Well, they combine two things, direct prospecting (reaching out one-to-one to a prospect via cold calling, email, referrals etc.) and indirect prospecting.
As a sales leader, I’d be shocked if you weren’t familiar with and already focusing on the former prospecting type, but the latter may have you scratching your head a little.
[bctt tweet=”Indirect prospecting is about reaching out in a one-to-many type approach.” username=”EngageColleen”]
You could even say it’s a little bit more marketing focused than sales focused. Here are a few indirect prospecting methods:
- Online networking.
- Social activities.
- Publishing content.
- Curating content.
- Speaking (live and online).
- Traditional networking (trade shows, association events).
Regardless of what you choose, today’s version of prospecting requires that you leave no stone unturned and embrace the number of different prospecting methods available to you.
If you really want to move ahead and make real strides with sales in your business this year, don’t treat prospecting as an afterthought. Rather, treat it as a “must-do” activity each day to help eliminate the sales struggles you may be currently facing.
Learn more about how I can help you and your sales force creating lasting results in your organization.