Webinar: Mastering the Art of Prospecting

Mastering the Art of Prospecting

As the world of sales constantly evolves, the ways we sell must change and grow. One of the most difficult aspects of this is prospecting and business development. In fact, research shows it takes as many as eight calls just to reach a prospect and up to six more to secure a meeting. As prospecting is such a critical part of building pipeline and ensuring opportunity, it’s essential sellers have an effective prospecting strategy. 

Recently, Janek Managing Partner Justin Zappulla conducted the webinar Mastering the Art of Prospecting: Key Strategies for Success. Here, Justin outlines four key components of a prospecting strategy. These include challenges, identifying the right prospects, preparing value messages that work, and making contact/securing the appointment. Within each section, Justin highlights a specific example, including diagrams, to showcase critical aspects, such as the Ideal Customer Profile (ICP), the Value Message, and a 30-day Prospecting Cadence. 

To learn more and hear the informative Q&A that follows, watch below: