Effective Prospecting: Great Research, Multitouch Approaches, Getting Personal!

Hello Sales Reset Community

Over the last two weeks, we’ve looked at how to improve your prospecting.

Last week, the recommendations in your Weekly Sales Reset focused on shifting from focusing on the QUANTITY of your prospecting to prioritising the QUALITY of all your prospecting activity.

At the start of this week, your newsletter focused on the value of multitouch prospecting approaches.

And then, midweek, we added the need for you to get personal with your prospect’s unique priorities so they open your email.

If you missed any newsletters, use the links above to catch up.

How did you get on?

It’s time to reflect on how your prospecting has improved this week.

It’s hugely valuable to build structured reflection into how you learn.

Reflection is when you pause to review what you have learned and remember what you tried to do differently in the real world. This is the time to review the evidence of what you changed and what outcomes you saw from these changes.

Some people find writing about their learning in a reflective practice journal valuable.

Here are some reflection questions from our focus on prospecting:

• Changes: What changes have you made to how you prospect over the last two weeks?

• Evidence: What is the evidence of the impact of the changes you’ve made to your prospecting?

• Best: What has worked best, and why?

• Fails: What didn’t deliver the expected prospecting results, and why?

• Results: What have been the best results from your focus on prospecting?

• Maintain: How will you maintain your focus on prospecting in the weeks and months ahead?

Have a great weekend!

The Sales Reset Team

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