Sales success largely depends on routines. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. But sticking to the same process isn’t always a good thing. If you rely on the same prospecting methods and never try anything new (like participating in a trade show event with a booth), you’ll miss out on valuable opportunities. After all, many buyers will never get on your radar via traditional channels.
Maybe they haven’t changed vendors for 20 years and would only switch if a trusted business partner referred them to another supplier. Or maybe they’re unaware of their problem in the first place, so they’re unlikely to download your content or seek out a salesperson. To find these high-value prospects, you’ll need to try add some creative prospecting techniques to your arsenal. Use these six ideas as inspiration.Read More