Am I maximizing my prospecting effort?
December 3, 2009
Our labs team was recently focused on one of our sales and marketing support initiatives with a portfolio company.
In a recent meeting with one of our sales teams, I questioned the team on whether or not they were maximizing their prospecting effort. The team consensus was, “yes, we are making 60 cold calls a day….that’s a big effort”. I agreed that they were very focused.
I then asked again, “Are you maximizing your prospecting effort?” The team was confused so I explained what I meant with something I call the Pillars of Prospecting.
The 5 PILLARS of Prospecting
Primary: The person on the phone.
Internally: Is there any other areas within the organization that would be interested in these solutions? Other areas like XXXX teams, other locations or sites?
External: Obviously my job is to get people like you on the phone and see if we provide value. Can you think of any friends or former colleagues (at a former workplace) that may have an interest in this type of Solution?
Partner: We have a number of strategic partners in the industry and I may be able to help you out with some other initiatives you have. What are some of the other projects you have going on?
Other: Do you participate in any sort of user community, or user groups that may be interested about hearing about exciting solutions like XXXXX?
Maximize every live body on the phone!!!