From the course: Creating Your Sales Process
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Prospecting
- The starting point for all sales begins with getting names, contacts and leads with the objective of developing them into qualified prospects. You could be the greatest presenter in the world or the most confident closer, but if you don't have a robust pipeline full of opportunities, then you'll come up short in hitting revenue targets. However in all of my years in sales, the biggest disagreements I've witnessed between various departments are often because of the lack of clarity at this initial stage of the sales process. Go to any company and ask for a definition of leads, prospects and opportunities, and you'll get a slightly different response depending on who you speak with. The same holds true for whose responsibility it is to generate leads. Is it marketing? The sales representative's job? A business development person? Every company has a slightly different definition of terms and procedures for…
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