- 5% – Delivering a concise value statement/ message
- 5% – Accessing, building, and executing a territory plan
- 7% – Learning and managing digital prospecting tools
- 8% – Prospect Qualification
- 10% – Writing compelling messages to gain a meeting.
- 12% – Identifying sales signals that indicate issues you can resolve
- 12% – Keeping track of my prospecting efforts
- 13% – Managing gatekeepers
- 13% – Creating a targeted prospecting strategy
- 15% – Gaining access to the right stakeholder
Sometimes the closing of the deal will take too many months because of not having the space to speak to the right stakeholders.
Tools to Locate
- Google Search
- Company Website, news/press page
- Vulcan
- crunch base
- Home
- Pitchbook, D&B
- LinkedIn sales navigator
- Hiring pages