Channel Coach: Improve Your Prospects

In the late 1840s and 1850s, more than 300,000 men, women and children flocked to the Golden State in the hopes of finding gold. Today, there are as many people prospecting in the market for telecom products and services, and much like California during the Gold Rush, this market is truly ripe and ready for picking. As Yosemite Sam would say: There’s gold in them thar hills!

In my last column, I discussed the importance of qualifying which prospects were the best ones with whom to spend your time. This month, I address identifying these key prospects, keeping in mind that uncovering the best prospects for your products and services isn’t always obvious or easy. With all the competition vying for a slice of your prospect’s telecom spend it is important to develop a plan for determining the best places to mine your “gold.”

A good place to start is by identifying your strengths and differentiators, both as an individual salesperson and as an organization. Start by reviewing where you have had success in the past. Ask yourself some key questions such as:

• What markets do you know best?

•Are you experienced with certain types of businesses or industries, such as banks, professional services or realtors?

•Are there groups of similar business types in your base?

•Are there certain products and services that your business provides to them?