How People Impact Prospect Development

Posted by Dan McDade

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on Apr 30, 2010 2:18:00 PM

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The Amazing Carnac ... is Back

Some of you may be old enough to remember Johnny Carson doing his Carnac the Magnificent bit. I'm borrowing on it for this post.

Johnny_CarsonThe answer to the question in the hermetically sealed envelope before me:

Go to college, get 10 years sales experience, get trained in SPIN Selling, Solution Selling and Miller Heiman and learn to converse with the C-level.

So what's the question?

What does it take to develop quality prospects?

OK, not as funny as Johnny, but I've made my point. If the sort of talent working on your behalf is temporarily employed, part-time, offshore and/or home-based, you probably aren't getting the results you should be.

Prospect development should be an integral part of your marketing and sales mix. Prospect development associates require more experience, more education and more sales and marketing expertise than most people think. Prospect developers should serve as a seamless extension of your company. Prospect developers don't memorize a script; they learn your offerings, messages and philosophies, industry segments and business processes. They speak your language and function as an integral member of your selling team. Amazing!

 

By Dan McDade


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Topics: Lead Generation, Prospect Development


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