Creating Your Sales Prospecting Plan

I had the pleasure of being a speaker at the Portland Business Alliance’s Cornerstones today. Cornerstones is aimed at small business owners and managers. Jeff Schneider of Sandler Sales Training was the lead speaker with myself singing harmony (so to speak!). Bill Dolan from Spirit Media was our very capable moderator.

The topic was “Creating Your Bulls Eye (Sales) Prospecting Plan”. Here is a quick summary:

  1. To be successful in sales you need a prospecting plan. Without one you won’t know what is working nor will you know what you need to do to make your sales goals
  2. You should have at lead five different prospecting activities in your plan (Five to Thrive). This increases the probability that something will work but you have to track which methods are bringing in the leads

Here are some of the main prospecting activities to consider:

  1. Networking
  2. Strategic Alliances
  3. Referrals
  4. Cold Calling (everyone’s favorite)
  5. Talks and seminars
  6. Targeted Mailings (particularly prior to a cold call)

Over the next few days I will go into detail in each area. If you want to know even more, I have some excellent materials on referrals, strategic alliances and target mailings. For more sales help I thoroughly recommend Jeff Schneider’s training program. I attend his President’s Club and it is excellent. Let me know if you would like an introduction.


I have begun a newsletter series on sales prospecting using social media. Read this post for more and a free subscription to my newsletter with the first two issues on sales prospecting using LinkedIn.

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