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RAB Research Archive

Focus on finding the right prospects



Prospects must come before prospecting. Some salespeople spend a lot of time chasing would-be prospects who have no interest in what they’re selling.

The key is spending time determining exactly who fits the profile of what you want to sell and then building a prospect profile. Analyze your top customers, develop appropriate profiles and search for prospects that fit those profiles. The profiles will help you focus your prospecting activities on profitable, potential customers.

Source: Sales author Ken Dooley





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