From the course: Sales Strategy: How to Effectively Sell Your Product or Service
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Develop your outbound prospecting strategy
From the course: Sales Strategy: How to Effectively Sell Your Product or Service
Develop your outbound prospecting strategy
- When it comes to prospecting, there are two different approaches that you should consider. The first is outbound prospecting. That is when you target new accounts which your company has no previous relationship with. For example, you identify a company you believe would be a good prospect for your products or services. However, your company has never sold anything to them. They would become an outbound prospect. How you prospect when there is no awareness or relationship with your company is very different from prospecting when there is relationship or awareness. Therefore, the approach, methods, and timelines to achieve success in outbound prospecting are often very different. There are five steps to effective outbound prospecting, presuming you already have identified your ideal customers. First, identify your entry point. Your entry point is the initial positioning of your product or service. In other words, why…
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