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Two Practices For One Great Outcome: Winning Results

Content Provided by Miller Heiman

Know the Business Issues that Key Customers Want to Address

Ever wonder how swimming phenomenon Michael Phelps managed to rack up 14 Olympic gold medals thus far in his career? Discipline. Likewise, top-performing salespeople know that the best results come from a disciplined approach designed to keep their sales funnel full at all times.

Diving In

It would be great to leave prospecting efforts to someone else. But the reality is that blocking your calendar to devote time to prospecting is the best way to ensure your funnel stays full with opportunities. To help steer clear of dry spells, try taking one of the following approaches:

The Five. Rather than devoting a specific amount of minutes, try making five daily attempts to either generate or qualify a lead.

The Fifteen. Reserve the first and last 15 minutes of each working day for prospecting and qualifying leads. This provides you at least half an hour to make a few phone calls. While you should try to prospect continually throughout the day, dedicating blocked minutes each day will help you to be consistent with your prospecting efforts.

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