Prospecting Does Not Equal Cold Calling

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And if what you want most is to stay on top of the rankings, to produce new business, to earn more money, and to gain the praise and the adoration of your leaders and your peers, then simply tap into that desire to shift your mindset and do a little bit of prospecting every single day.Prospecting is More Than a Cold Call
There are six steps to more effective prospecting campaigns will help you reduce pure cold calling and engage highly qualified prospects.

“Why won’t salespeople prospect? All they ever do is complain that they don’t have enough leads.” I’ve heard this too many times, from the sales leaders I work with.

Whose job is it to generate leads? Some say it is marketing that should be generating qualified leads for salespeople.

I’ve heard it said, “Salespeople should never prospect.” That’s just not realistic. With proper process and training, salespeople can become very good at prospecting. Running a prospecting campaign should be a joint effort between marketing and sales, but the truth is that most salespeople are left to do this on their own.

My feeling is that cold calling is inefficient, ineffective and mostly a waste of everyone’s time.

How many of you like to receive cold calls?
How many of you make a purchase from a cold call?
How many of you enjoy cold calling and are really good at it?
Not to say that it doesn’t work because it can if it is done as part of a campaign.

Effective Prospecting Campaigns
Effective prospecting campaigns have to be more than china telegram data picking up the phone and trying to reach the person on the list. If they are not well planned, it becomes a pure numbers game. The more numbers dialed, the more likely you are to find someone who will buy.

Personally, I don’t want to make 100 calls to get 10 live answers to find 1 person I can have a conversation with. I want to make 10 high-quality contacts, have great conversations with them, and get 5 or more sales.

“A prospecting campaign is very similar to a resume, in that a good resume gets you an interview (not the job) with someone that can hire you. A good prospecting campaign gets you an appointment with someone who can buy from you.”