Staples x Change Connect - Winning at Prospecting

Making Sales Scalable – Winning at Prospecting

It’s a simple equation: 0 = 0. I love the book Fanatical Prospecting by Jeb Blount. No matter how many tools we put in place to help our sales people be successful, the truth of the matter is that if there is nothing at the top of the pipeline, you won’t see anything coming out at the bottom. Today’s buyers are empowered by the Internet. We need to understand how our customers buy and make sure our prospecting methodology is multifaceted. The adage goes - Don’t put all your eggs in one basket. In this seminar, we will:

1) Review the buyer journey

2) Brainstorm the different prospecting avenues

3) Design a balanced approach to prospecting

4) Set the activity metrics to hold ourselves accountable