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Start by asking fellow reps or industry connections for referrals, then peruse online portals and communities for viable prospects. Prospecting is the process of finding individuals or businesses that are good candidates for a sale.
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What strategies bring in the most business for competitors and how can you make use of them to find prospects? To round out your research, use a competitor research analysis tool to learn how your competition is using marketing, pricing, service, and sales tactics to attract customers. Talk to tenured sales reps and managers about customers with whom they’ve worked and collect information about their behaviors, communication patterns, needs, and pain points. Then, take the time to add institutional knowledge to any CRM data you collect. You can also collect information on buying habits, including the average purchase frequency of buyers, which products are most popular, and average sale amounts. If it has built-in analytics, like Sales Cloud, you can see where past sales came from and the basic demographic information or business details of buyers. There are many tools you can use to gather this information, but it’s easiest to start by collecting insights from your company’s CRM. Where do my ideal prospects live, and how do they engage with businesses like mine?.What are the characteristics of prospects targeted by my competitors?.What unique needs does my product or service address, and who has these needs?.What buyer data do I already have that can help me outline the ideal prospect?.Here are key questions to guide your research: If you don’t have access to a buyer persona, spend time researching your target market.
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