Jun
28
Written by:
dneal@nealabc.com
6/28/2010 9:07 AM
My wife and I live in Phoenix and enjoy hiking in the desert. A couple of weeks ago we were hiking the Superstition Mountains, the legendary location of the “Lost Dutchman’s “mine.
We met an old prospector right out of 1849 panning for gold oil painting. We struck up a conversation and I asked why he did it? He said, he loved it, been doing it all his life and made a decent living at it.
After our hike, I thought what a great lesson for sales people today to recognize that “sales prospecting” is a way of life, it’s actually the first thing that happens before a sale is even made.
Find those streams of prospects, pan for nuggets they will lead you to the “mother lode”. Doing it consistently, using best practice methods and adding an element of passion and world class selling results will follow. Review your db, CRM tracking system, and make it standard policy to remine old data. Pull up reports or queries in your system of disqualified leads, lost opportunities, and non responsive customers. Reach out to them again and see if their budget, vendor, or timing is right now or the near future.
You've already mined this area so 1/2 the sales process is already done. Hit them quick and you might still find a nugget or two.
Copyright ©2010 Dave Neal
1 comment(s) so far...
Re: Pannning for Sales Gold
Dave,
I always enjoy reading your words of wisdom as they pertain to sales. I took your sales class when I was with Pro EM but have since moved out and now work as a regional sales manager for a company in Tempe. Thanks for everything.
By David Rawls on
8/10/2010 1:05 PM
|