5 Prospecting Steps To Fill your Pipeline with Gold


A Prospecting Plan helps you fill your pipeline and identify the right prospects to engage.

The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is a failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do you create a prospecting plan?

First, need to think about the right markets to target. This is just like a prospector in search of gold. The prospector would not go out to any river with hopes of finding gold out of sheer luck. The prospector is going to do his research or perhaps test the soil for mineral ore. Likewise, the prospector won’t arrive without his tools. The same goes for prospecting in a sales context. To be successful you must target the right markets (river) and have a prospecting plan (your…

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