Sales Prospecting and a Targeted Selection Process

What is a targeted selection process? In terms of prospecting, it is the process or system of determining who to contact and performing due diligence in data collection to understand who you are contacting and why you are selecting them.

This can be as simple as picking an industry, picking a company name from the Yellow Pages, identifying the right level of contact, and finding a name that matches the title.

Or it can be as complex as an expensive customer relationship management (CRM) system for existing customers that determines the market share of your product portfolio and routinely taps into existing bases to expand revenue streams.

 

But here’s what’s important to understand

Your target selection process is a separate part of your sales strategy. It stands on its own. But it is directly related to your other sales performance indicators. The level of success you will have in … Read the rest