The New Sales Epidemic and How You Can Fight it!
by Mr. Cold Call
As I speak with more and more salespeople I'm discovering two common problems. In fact, these problems have become so prevalent that one could even argue that these problems are becoming an epidemic. But, please do not get alarmed, we're not talking about a contagious disease or a rapidly spreading infection. When I say, "it's becoming an epidemic," what I'm really referring to are two types of "sales prospecting beliefs." And these beliefs have been and are currently being passed from one salesperson to another and from one sales manager to an entire sales team. What are these two types of problematic sales prospecting beliefs?
First, I'm finding out that too many salespeople (and sales managers) are targeting prospects across too large of a prospecting landscape. Rather than prospecting the top 20% to 30% of companies with certain revenue sizes these salespeople are focusing their sales efforts across all percentage groups. You will achieve the most success if you laser target your sales prospecting efforts to those business prospects at the top of the economic chain (i.e. those companies with the greatest revenues).
Secondly, I'm finding out that too many salespeople (and sales managers) are targeting the lowest-level management. Their first contact really needs to be either the business owner or the CEO. In sales, your best results will always occur when you begin your prospecting efforts at the top of the executive hierarchy. Imagine if you contacted the CEO or business owner and they were impressed by how your company can help to improve their profit margins that they had you contact their controller or Vice-President of Operations. How much more effective would your sales call be?
What's really funny about these two types of problematic sales prospecting beliefs is that I used to do the exact same thing when I began cold calling. I remember prospecting across all percentage groups and I remember prospecting the lowest-level manager (i.e. the office manager rather than contacting the CEO). I believed this way because I thought I was making the best use of my time, but in reality, I really wasn't.
By laser focusing your targeting efforts to a more defined prospecting base and then contacting the highest-level management such as the business owner or CEO you're prospecting smarter. And as a result, you will achieve much faster sales success. If this article makes you smile because your sales manager or co-worker told you about this type of (problematic) prospecting belief system then you need to immediately reverse your thinking and the way you're been prospecting for new business.
Copyright 2009 Mr. Cold Call, Inc. - All rights reserved.
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