Continuing our series on 10 Steps to Building a Profitable Sales Process, this post will address steps three and four.
If you are following this series and applying the ideas to your sales organization, by now your sales leaders should have lead the sales team through the process of identifying your most profitable prospects to target and everyone on your sales team should have a focused list of top prospects. If that's where you are right now congratulations!
You're off to a great start. If not don't worry, you can easily catch up.
Now it's time to get to work by actually contacting these prospective customers. There are a lot of cold calling articles, books and scripts available to you, so our focus for this article will be high-level principles rather than specific tactics.