Darrell Zahorsky - About.com Small Business Info Guide - About Small Business Info: Sales Prospecting from 800,000 Feet

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	from Darrell Zahorsky The single most important yet forgotten step in developing a sales prospecting campaign is market intelligence. Your resources are optimized when you have a well-qualified prospect list. Imagine you own a roofing company looking to generate leads. A typical costly prospecting campaign would involve calling or mailing home owners to determine if there is a need for roof repair. A more effective approach may be to use the services of Geosemble Technologies Inc. based in El Segundo, CA. The company utilizes high tech and satellite imagery to locate swimming pools, roofs in need of repair, cracked driveways, etc. which is crossed references with city data to create highly target leads. Before you embark on any prospecting campaign, make sure you perform some form of market intelligence to improve your results.

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The 5 Myths of Sales Prospecting
The old school of prospecting for business relies on contacting large numbers of cold contacts. However, quality supersedes quantity. You must find prospects that have a propensity and possible motive to buy your product or services. Take the time to revisit your assumptions about sales prospecting...the results will surprise you.

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		Before You Make That First Prospecting Phone Call Real Estate Business Do Not Call Alternatives Selling Doesn't Have to Be Hard Entrepreneurs Top Five Traits You Gotta Have to Sell Sales Management Blunders Seal the Deal Sales Technique Qualifying - The Critical Selling Skill Small Business:Canada

Strategic Sales Planning
The insight gained for a competitive advantage comes from the marketplace not from your mind. The approach to use is what I call "Triple-tiered Sales Strategy". Look at your client and the outside influences on their business. Approach all three tiers to understand your customer.

Courting Sales Prospects
Are you struggling with closing sales and turning those prospects into clients? Perhaps it is time to evaluate your courting process to see where you are losing them.
- Marketing Guide Laura Lake

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Darrell Zahorsky - About.com Small Business Info Guide

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About Small Business Info: Sales Prospecting from 800,000 Feet