If you’re wondering how to prospect for sales effectively, you’re not alone. We’re all looking for that magic bullet.
And while there might not be a magic bullet, there certainly is a magic formula. And today, I’m here to share that formula with you.
So, if you’d like to learn how to prospect for sales and improve your company’s prospecting process, keep reading.
How to Prospect for Sales: 3 Tips to Improve Your Company’s Prospecting Process
Let’s jump right into it.
1. Start with Your Sales PlayBook
Your Sales PlayBook is the absolute first place to start when developing any process related to your business. And I’m not talking about a Word document here. I’m talking about a platform like Collavia™–something that lives in the cloud and is quick and easy to edit.
Want to learn more about building a digital Sales PlayBook and what it should look like? These articles will help:
How to Prospect for Sales Using Your Sales PlayBook
Now that you have an idea of what a digital Sales PlayBook is, it’s time to use it to start documenting best practices, templates, and processes.
In the prospecting section of your Sales PlayBook, we recommend building out sections in the following areas:
2. Follow the Process
Now that your Sales PlayBook is in motion, it’s time to focus on following the processes you’ve now outlined.
Let’s start with sales targeting. Once you’ve build out your ideal targets, lead sources, and any qualifiers, test your process. Make sure your salespeople are documenting everything: every phone call, every interaction.
The key to an effective process is consistency. If you follow the same process over and over, you’ll discover where there are gaps (if applicable).
As your team discovers new targets, lead sources, or even successful email templates or messaging, be sure that they’re sharing it in your Sales PlayBook. Share what’s working, and what’s not. Tweak where necessary. But first, be sure to give your processes a chance to work!
3. Leverage Marketing
Your marketing team is a huge asset as you’re building processes around how to prospect for sales effectively. So, use them!
On an annual basis, we recommend reviewing your buyer personas. Are they still the best and most ideal target? Has anything changed over the past year? Are there better ways to reach them? And what about inbound content? Are you sharing content offers like eBooks, blogs, and other content to help your ideal targets?
These are all things to consider as you enter into a new year. Marketing can provide tons of insights in the area of targets, so don’t forget to leverage your team!
Grab the eBook
As you build your prospecting processes, I highly recommend download Elizabeth’s newest eBook, The Ultimate Guide to Sales Targeting: How to Attract and Pursue the RIGHT Leads for Your Business. In the guide, she shares best practices for better targeting, a simple 5-step sales targeting process, and how to set sales goals.
Click here or on the image below to download a copy!
