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Prospecting guide The Miller Heiman Prospecting Guide Best Practices for Maximizing New Business Development Prospecting Guide indd C CThe Miller Heiman Prospecting Guide Best Practices for Maximizing New Business Development How often do you spend time p

The Miller Heiman Prospecting Guide Best Practices for Maximizing New Business Development Prospecting Guide indd C CThe Miller Heiman Prospecting Guide Best Practices for Maximizing New Business Development How often do you spend time prospecting for new business opportunities Consistent prospecting is vital to a sales professional ? s success and the success of the whole sales organization If you ? re not paying proper attention to the sales that need to be closed the sales that need further development and the new opportunities available to be plucked from the universe your funnel ? s health will decline and you ? ll never make your quota The most successful sales professionals are those who are really e ?cient at prospecting All activities within the sales process are important but to reduce how low you go into the valleys of your sales cycle prospecting must be a top priority - right behind closing business You can ? t leave it on the back burner Good prospecting techniques can impact your number of quali ?ed leads and directly translate into increased revenue and a higher commission check Because it ? s such a crucial part of the sales process how do you make sure you are identifying those prospects that will produce a win for both your organizations We ? ve compiled resources that address this challenge to help you master the techniques that will maximize your prospecting e ?orts This guide presents a number of articles that will help you improve your prospecting skills and achieve top-performer status Time is valuable ?? your clients ? and your own You don ? t want to waste it chasing opportunities that have no real chance of closing Read on to learn how you can identify ideal prospects manage your time more e ?ciently and expand your prospecting universe C CThe Miller Heiman Prospecting Guide Best Practices for Maximizing New Business Development Three Ways to Improve Your Sales Calls What is a Valid Business Reason It ? s About Solutions Mastering Proper Prospecting Timing Time Zones Time Courtesy Time Expectations The Right Timing Maximizing Your Time by De ?ning Your Ideal Customer Selling the Cultural Similarities Between Your Prospect ? s Company and Your Own There ? s No Such Thing as a ??Perfect ? Fit Find Hidden Revenue by Cross-Selling and Up-Selling What is Cross-Selling Up-Selling The Best Time to Cross-Sell Up-Sell Can I Reactive Dormant Accounts Social Networking Etiquette Finessing One of the st Century ? s Most Powerful Tools for Prospecting Social Networking Finessing Your Network for Prospecting Securing Time with Key Decision Makers What Research Tells Us What ? s a ??Howdy Call ? Crafting a Valid Business Reason Design Your Marketing Vehicle Market Targeting Hypothesizing Having a Framework for Discussion CThe Miller Heiman Prospecting Guide Three Ways to Improve Your Sales Calls You ? ve got a hot prospect You need a face-to-face opportunity to sell your product and services So you stop by without an appointment hoping to