Sales Skills - Prospecting

The stage of the sale where prospects are identified, detailed background information is gathered, the physical activity of traditional prospecting is coordinated and an overall strategy for strategic selling is developed.

As a Strength: The salesperson has an ability to identify potential customers and a plan for gaining entrance into the company. They are adept at acquiring actionable intelligence on the company.

As a Weakness: The salesperson may lack strategic focus in their approach activities or may be under prepared in their analysis of new prospect viability.

Applications: A real asset in opening up new markets and especially newly defined vertical markets. Salespeople with these skills are adept at seeing opportunities in nontraditional areas.

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