Prospecting is the first phase of the Path to Sales Success. Successfully completing the prospecting phase is often half the battle when trying to close an opportunity.
It would usually start with two types of scenarios.
- Warm Lead: A customer has contacted expressing interest in the solution.
- Cold Lead: A target is identified that is not actively looking for your solution.
For a cold lead you will need to research the specific target or targets within a company that would benefit the most from your solution. For a warm lead you will have an individual that has shown interest. In both cases, reasearch the contact and organizations so that you can better match the benefits of your solution to their needs. Suggested items for research could include:
For a warm lead you will have an individual that has shown interest. In both cases research the contact and organizations so that you can better match the benefits of your solution to their needs. Suggested items for research could include;
- Strategic goals
- Financials
- Contacts background
Much of the research can be found on the internet. Good tools to find the desired details can be found on sites such as;
- Company web page
- Industry association sites
- Jigsaw
Once the research has been completed you should engage the target contact. At VA Partners, we typically recommend an initial email with a follow-up telephone call. The goal of the prospecting phase is to schedule a telephone call or face-to-face meeting to start with the qualifying phase.
For more helpful tips on the path to sales success try reading The Path To Sales Success: Tech Startups
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