Finding Raisins in Your Raisin Bread

Those raisins are your best qualified prospects…those most likely to purchase. Where you find these gems is in your raisin bread —- That’s your database or prospect list or referrals you get from customers or friends or wherever you go for leads you think worthwhile. But finding those prize raisins —- no easy task. Only a small percentage of these prospects offer REAL sales opportunities. That’s the filtering process. And no matter what kind of raisin bread (database…prospecting list…referral network, etc.., etc.) you are digging into you will need time and plenty of work to find and then develop those best qualified prospects. Building Your Prospect […]

Tested Business Development Outreach Process Explained

You pick prospects you want developed…any market. VP-level executives…CEOs…IT execs…Buyers…OEM or Channel Sales Partners…System Integrators, etc. etc. Prospects you’ve met at trade shows…Customers who have drifted away…Subscribers to your newsletters or webcasts  I give you full notes & clear records of each call at all stages…plus Daily Call Outcome Reports so you can share information and adjust  tactics.  You track response and measure results How the process works FIRST PHASE: Introductory warm-cold calls to find prospects worth pursuing.  I work the phones. Weak prospects noted. Stronger candidates flagged for follow-up. SECOND PHASE: Best prospects are developed and nurtured by routine call […]