Prospecting and Qualifying

Prospecting is the process of searching for new accounts. It has been said that there are three truisms about prospecting: most salespeople don’t like to prospect; most salespeople do not know how to prospect; and most companies are inept at teaching or training salespeople to prospect. There are two key elements to successful prospecting. The first is to determine positioning strategy, defining to whom you should prospect. The second is implementing a process to find and ultimately contact those prospects on a one-to-one basis