Sales Prospecting Program Sample

In a noisy, cluttered world with an overreliance on inbound sales leads, sales prospecting is regaining its importance as the way to identify and qualify new clients, then move them through the sales funnel. The end goal is to move prospects through the sales funnel until they eventually convert into revenue-generating customers. It is associated with the goal of increasing the customer base of the company and generating new revenue streams.

Value is the perceived importance, worth, or usefulness of a product or service. To create value for customers, you must understand the buying process and the various issues facing the buyer. The salesperson who can be put in the customer’s shoes, so to speak, has a better chance of recognizing key issues and opportunities. That salesperson also has a better chance of making the buyer’s life easier, which increases the chance of sales success.