Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

Top performers view their prospect database as a pyramid. At the bottom of the pyramid are the thousands of prospects they know little about other than a company name and perhaps some contact information. They don't know if the information about the prospect is correct (and there is a good chance that it isn't). Action: The goal with these prospects is to move them up the pyramid by gathering information to correct and confirm data, fill in the missing pieces, and begin the qualifying process. Higher up the pyramid, the information improves. There is solid contact information, including e-mail addresses. There may be information on competitors, product or service usage numbers, the size of the budget, and other demographic information. There may also be contact information for decision makers and influencers. Action: The goal with these prospects is to identify the buying window and all potential stakeholders. Moving higher up, potential buying windows have been identified. There are complete contact records for decision makers and influencers, including social profiles. Action: Your focus at this level is to implement nurturing campaigns to stay in front of confirmed decision makers in anticipation of an identified future buying window. Further up are conquest prospects. This is a highly targeted list of the best or largest opportunities in your territory. There will be a limited number: 10, 25, 50, 100. Action: The focus for conquest prospects includes nurturing and regu...