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A prospecting plan doesn't have to be complicated. But it does have to be written down, built around specific activities, and followed consistently. And when the results aren't what you expected, you need to know whether to change the plan or to give it more time.
In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, welcomes Matt Rocco, partner and trainer at Sandler by the Ruby Group, to talk about creating a prospecting plan that salespeople can follow.
Matt explains why a written plan matters, how to choose the right prospecting activities, and why tracking your behaviors is just as important as measuring your results.
Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida
7 Takeaways
— Put Your Plan in Writing. A prospecting plan needs to be something you can see, follow, and measure.
— Focus on Behaviors First. Identify the specific prospecting activities you'll consistently perform to create new opportunities.
— Learn From Successful Sellers. Find out what's working for others in your organization or industry instead of reinventing the wheel.
— Choose Activities That Fit. Calls, networking, trade shows, and other methods can work differently depending on your strengths and industry.
— Give It 90 Days. Track your activities and results long enough to see meaningful patterns before making changes.
— Tweak Before You Toss. When an activity isn't producing results, consider changing your approach, timing, or target audience before giving up.
— Do the Work. A great prospecting plan accomplishes nothing unless you consistently follow through.
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Helpful Links:
Matt Rocco, Sandler by the Ruby Group: https://go.sandler.com/therubygrou
Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/
