Three Steps to Generating Interest with Prospects Immediately

Prospecting

By: Dennis R. Kyle, CEO, Sales Trainer

Positive Results, your sales resource company

In the last article from the New Business Development series, we discussed building a sustainable lead generation program and the three principles to improved success. Once you have properly identified the leads, you need to efficiently qualify them to determine which ones should actually be pursued. Enter Prospecting.

Prospecting is the step in the sales process where you evaluate the quality of the leads you’ve generated and decide how fast you need to follow up with them, if at all.

Challenge of Communicating with Decision Makers

During a recent iSales Process™ for New Business Development seminar we conducted for a group of top level sales professionals, an attendee posed this interesting prospecting question that is worthy of talking about in this week’s article. Her challenge, not unlike many professionals we meet, was focused on how to properly communicate with the decision maker.

Here is her prospecting question…

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