From the course: Social Selling: Reaching Prospects
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Top 20 and Golden 5
From the course: Social Selling: Reaching Prospects
Top 20 and Golden 5
- In my experience all though sales people know they need it they rarely have a clearly defined top 25 targets, or even a top 10. They're just frantically targeting anyone, which isn't effective. Social selling might be the only time sales isn't a numbers game. I'm not saying you should bin 90% of your target list, I'm saying your time is much better spent giving 10% a lot of attention. The idea of the golden five and top 20 is to have a compact list of 25 targets you could realistically sell to and would be great to win. Five of which are the absolute best and you give your undivided focus to. This is a list you keep coming back to day after day. You're checking for updates, listening for rumors, and most importantly, logging who in your contacts knows someone within those top 25. This list is fluid and always changing. Accounts will enter the list and either you qualify the prospect out, that is to say you deem the…
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