Prospecting is a critical element in keep that sales pipeline full and revenue flowing, but as Mark Hunter points out far too many salespeople avoid prospecting like the plague. In this episode, I talk to Mark about his new book: High-Profit Prospecting. Excellent book - highly recommend you check it out!
Mark defines prospecting as "an activity performed by sales and/or marketing departments to identify and qualify potential buyers.
Mark points out that prospecting is not a complex process. He believes that when you are prospecting you are looking for people who can and will buy from you. It is the quality of your prospecting efforts that lead to the development of sales opportunities. Prospecting is NOT talking to friends or people nice enough to take your call. Your goal is to find qualified buyers and that means it is just as important to get a fast no, as it is to get a win with a yes.