CHAPTER 5

Fit the Prospecting Plan to Your Market

I regularly receive emails and phone calls from salespeople looking for quick advice on how to prospect better. One particular email that stood out was from a salesperson with a new European-based company providing services in the general aviation industry. For those not familiar with this industry, it is made up of everything that flies, excluding the airlines. Since I’ve worked a lot in this industry, I quickly had interest in the email. The person sending it wanted me to evaluate the prospecting plan his company was using, as he was continually falling short of meeting his numbers. He emailed me a summary of the plan he had been following. It became clear I needed to speak with him, as I was ...

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