Factsheet – Sales Development Program

Finding and Targeting Prospects

• Prospecting is finding customers and business opportunities that you can and should actively pursue • Prospecting is the step that initiates your sales process
• Activity drives conversations that convert to appointments
• Higher conversion ratios come from greater qualification and delivery of message to prospect

• Introduction of Prospecting Process
• How to pre-qualify prospects – Is it real? Can I win it? Is it worth it?