Prospecting and Account Penetration
Prospecting and Account Penetration
Prospecting and Account Penetration: Virtual Selling Tips related to Vital Selling Regimens. By Don Buttrey, President of Sales Professional Training, Inc. For today’s guest blog, Don shares with us the unique challenges of prospecting and account penetration in the virtual world. In the world of “before,” it was a given that we could meet with our customers. This new normal challenges us to innovate our processes.
Not being able to drive around and see what is going on in the field is a problem today. We have to be creative with how we do our prospecting. Using the phone is much more effective in numbers it is the quality not the quantity that gives us some trouble.
Prospecting and Account Penetration
- Now is the opportune time to find and develop new accounts and new relationships within existing accounts!
- Slower markets put pressure on ‘price’. But you can overcome that with good fundamental selling. One of your best negotiation strategies is to increase your prospecting. Having more deals in process (better participation/market awareness) gives you more power. The more deals you have in the pipeline – the better!
- Have thick skin. Do not take rejection personally. Be carefully persistent. If they are a potential customer, they will appreciate your proactive effort!