belief in the prospecting fairy is NOT a successful strategy
For years I’ve talked about knowing who your ideal customers are; as well as what they look like, sound like, act like, buy like (because how will you recognize them when you meet them if you don’t?).
While there is a lot of great info to be gleaned from Selling Your Way IN by Kristie K. Jones section 2 – Principles & Practices of A Rock Star Sales Process, is perhaps where a sales leader can make the most impact on the team’s success!
Her Sales Information Framework infographic (page 67) is a great visual for what is needed to successfully find new prospects, earn their trust, have them buy into your offering, then become customers.
PLUS the section dives into every aspect of the framework: ICP (ideal customer profile), Product/Service, Industry, Strategy, Tools. That deep dive is magical (even if the prospecting fairy isn’t real)!
If you take what Kristie talks about and structure your sales meetings and training around the details, your team is going to ROCK and achieve their goals!