This episode covers the first critical step in the Consultative Selling process – Prospecting. It discusses the two types of lead generation – in-bound and out-bound – and points out that if you attempt to survive on only in-bound inquiries, you won’t achieve your KPI’s.
We then take an aerial view and look at the big picture of planning a productive territory plan. Neil discusses the three critical planning steps when building your territory plan and he breaks down how many ‘suspects’ you need in your new business funnel to make your numbers work. Some of the statistics will certainly surprise you. Finally, the episode covers the difference between KPI’s and KPA’s and which you need to focus on, for success.
In this episode you’ll learn: