This document outlines three strategies for successful prospecting: data strategy, insight strategy, and social/connection strategy. It recommends starting with a data strategy by identifying sources to gather customer data, validating the data, and keeping it up to date. The next step is an insight strategy to understand customers and gather critical account information. The final strategy involves developing a social presence and connections through appropriate channels to engage customers and find new opportunities.

1. How to Master Prospecting
Three Strategies Every Sales Person Needs to Succeed
Will Spendlove
VP Product Marketing

2. What is Your Passion?

3. What is your Passion?

4. What is your Passion?

5. How do you make Sales
your hobby?

6. Create a People Strategy
Data
Strategy
Insight
Strategy
Social/Connection
Strategy

7. Start With a Data Strategy
Where do you get your data?
How do you validate your data?
How do you keep it current?

8. Ensure You Are Covering Your Bases
Data
Vendors
Finding
Services
CRM

9. How Do You Validate the Data?
Do It
Yourself
Validation
Service

10. Next, Build Your Insight Strategy
What is happening with your
customers?
How do you gather critical
information about your accounts?

11. Do You Know What’s the Latest?
Have a reason
to engage
Be relevant

12. Finally, Develop Your Social/Connection Strategy
Are you social enough?
Are your customers social?
What do you use for connections?
Who don’t you know?

13. Are You Social Enough?

14. Are Your Customers Social?

15. What Do You Use for Connections Today?
People you don’t know?
People you forgot?
People who have left LinkedIn?

16. You Need a Multi-disciplined Approach

17. Where Do You Start?
1. Create a written plan
1. Identify your data sources
1. Find relevant insights
1. Map out your social &
connection strategy

18. Thank You