DVD + 3-Year Streaming
3-Year Streaming

Secrets of Successful Prospecting

What is a salesperson’s most important activity? In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—tackles the subject of prospecting, from gathering referrals to making cold calls. How to tap current and prior customers for referrals; how to cultivate a "non-referral farm" through research, networking, and other avenues; how to quantitatively assess the value of prospecting activities; and ways to improve the "appointment-to-disappointment ratio" are all considered. (30 minutes)

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Prospecting for Sales and Referrals
A rookie sales trainee works with a veteran award-winning salesperson. Prospecting is the most important sales activity. It is an ongoing activity. Referrals come from satisfied customers.