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

Prospecting objective: set an appointment, gather information, close the sale, build familiarity Prospecting channel: phone, e-mail, social, text, in person, networking Qualification level: highest qualified at the top of the list—least qualified at the bottom of the list Potential: largest opportunities at the top of the list—lowest potential at the bottom of the list Probability: highest potential probability to achieve your objective at the top of the list—lowest probability at the bottom of the list Territory plan: day of week, postal code, street, geographic grid, city Inbound leads Conquest prospects Decision maker/stakeholder role Industry or market vertical Customers that purchase a specific type of product or service Seasonal customers Inactive customers Leads from a recent trade show or conference