Technology Tips for Prospecting

Effective prospecting utilizing technology is a skill that sales professionals must practice in order to find and uncover new business opportunities. It may seem overwhelming and time consuming with all the clutter on the Internet. However, the use of the Internet and Social Media (LinkedIn, Twitter, Facebook) makes prospecting much easier if you have a plan and understand how to utilize the technology effectively. As a supplement to the prospecting tools introduced in our Sales Productivity workshop, we’ve compiled an on-going list of the most current and resourceful search engines and web sites. The following list is maintained and updated by our technology specialists, also known as ‘master diggers’ on the MCA team. This list will get you started in your search for information. If you have a resourceful site that’s not listed, tell us about it! Email info@masterconnection.com. If you need further assistance, contact us or call (949) 589-6137. Hints Establish an objective each time you utilize the Internet and Social Media sites for research. Select a starting and ending time. Type in what you're searching for by using quotes. Remember when using the Internet for prospecting, it's similar to using a directory. Once you've collected the data, you'll need to create your initial sales call strategy. As introduced in our Sales Productivity workshop, there are four-steps to uncovering new business opportunities:

  • Telemarketing (Internet prospecting)
  • Prospecting (Internet prospecting)
  • The Initial Sales Call (the probing process)
  • Presenting Solutions (the presentation process)

 

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