Prospecting: Sales Training Tips

Prospecting begins with existing customers - mainly the C-levels, profit-center leaders and senior executives. Cold calling and traditional methods of mailings and phone calls, don't work any more for prospecting.
The best prospecting advice is to exploit your existing customers. They are the easiest prospects to get more business from. They are ripe for cross-sells and intra company sales - meaning selling to other parts of their company. Account managers have to be aggressive prospectors in their accounts.
Most sales people don't spend enough time networking and building relationships - especially with the powerful people of their existing customers as a bone fide prospecting process. Getting to the C-levels and others with influence is where a sales person can learn what issues their clients are facing, as it relates to the solutions they can provide. This is prospecting the efficient way. These prospects can make sales happen if you connect your solutions to their issues.
A sales person's time utilization should be 50% spent on prospecting existing customers, 30% prospecting on old and lost customers and 20% prospecting looking for new customers.

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