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Prospecting for Doer-Sellers: Targets, Tools, and Techniques
Manage episode 405824843 series 3555562
Konten disediakan oleh John Tyreman & Mark Wainwright, John Tyreman, and Mark Wainwright. Semua konten podcast termasuk episode, grafik, dan deskripsi podcast diunggah dan disediakan langsung oleh John Tyreman & Mark Wainwright, John Tyreman, and Mark Wainwright atau mitra platform podcast mereka. Jika Anda yakin seseorang menggunakan karya berhak cipta Anda tanpa izin, Anda dapat mengikuti proses yang diuraikan di sini https://id.player.fm/legal.
John and Mark provide an in-depth look at effective prospecting targets, tools, and techniques for doer-sellers in professional services firms—a critical part of the lead generation toolkit. Here are the key points covered in this conversation:
- Prospecting involves proactive outreach to uncover new opportunities and lies on the sales side of marketing.
- Mark uses an iceberg analogy to explain market segments: actively buying, passively buying, and satisfied with their status quo.
- Prospecting objectives are to schedule follow-ups, gather information, or increase familiarity.
- Prospecting outcomes include determining fit, wrong timing, or qualifying an opportunity.
- Mark walks through an example 14-day sequence for busy doer-sellers
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