The Art Of Prospecting In Today's World

B2B Sales and Negotiation Wisdom

It’s not a secret .. prospecting is one of the least liked part of the sales persons profile.

In my experience, b2b sales professionals would like to start their sales cycle with warm leads on platter.

Who wouldn’t right?

Imagine.. if you are a sales professional and you wake up to find that there are 10 inquiries from potential clients. Wouldn’t you have a big smile on your face?

You would be in a great mood, and you would probably have a little bit of an elated ego, knowing that there are customers dying to buy your product or service. You will have little or no stress considering your monthly sales targets. You will be high on optimism too.

But this is rarely the case in todays world. Unless your organization has a monopoly or the product or service is much desired in market and in the growth stages of PLC (Product life cycle), or if there is lot of money invested in advertising and lead generation campaigns. Then you can expect warm leads flowing your way.

For 85% of the Sales professionals this is just wishful thinking. They can only dream of this glorious situation. In their real world, they have to hunt for potential clients… everyday! And it is definitely not easy… it can be really frustrating.

Most products and services have competitors. Competitors keep coming up with offers, and try to grab the market share. Customers have become smarter. They do due research before approaching any seller. Plus the market conditions are such that cold visits are challenging and not encouraged. Events have reduced drastically.

In such scenarios, how do you generate a pipeline of prospects?

In this Podcast, I will share 4 tips to get prospects line up for you.

Tip 1 - Create Prospect Magnets

Tip 2 - Plan your Communication

Tip 3 - Invest time in Cold Canvassing

Tip 4 - Never Forget To Ask