Prospecting is the one of the most challenging parts of a sales professional’s job. Salespeople are up against heavy competition, highly-informed buyers, and prospects who are constantly being solicited. But prospecting is also indispensable. Without a pipeline of quality leads, a salesperson cannot succeed.
We’ve broke down this process into 4 stages with a 24-questions checklist, inspired by one of our favorites High Profit Prospecting, to help you start teasing out the different components of your current prospecting strategy.
This will not only allow you to track where your leads are coming from, where each lead is in the process, and what tasks are being done, but it can also help you identify areas of improvement to increase your sales and work more effectively.
Use the questions I’ve listed as a guide to help you begin to determine how you need to shift and shape your sales prospecting plan. Go after each question and look for areas that stand out as opportunities for improvement.