Prospecting Cycle: Prospecting Skills

Module Objectives:

Use highly targeted Jigsaw prospect information to identify decision makers in target accounts
Learn and use the P-R-O-S-P-E-C-T model to increase the size of the pipelineOvercome cold call and prospecting reluctance
Understand and practice tactics to connect with new prospectsKnow how to dialogue with new prospects and close for meaningful interactions

Field Work:

Use the PROSPECT strategy to create a list of at least 20 potential new accounts.
Create a Contact Tree for each one.
Contact at least of 10 of these prospects this week and set appointments for sales presentation.