Sales Prospecting Strategy: Who Do You Really Want?

by | May 30, 2014 | Sales Motiviation

By Jeff Beals

One of the first steps in prospecting is to determine who among all the potential prospects you really want.

Like all sales and marketing activities, prospecting must be in harmony with your strategic plan. That means you go after the types of prospects who will help you meet your revenue goals while being consistent with your vision and core values.

Make sure your targeted prospects are the type of people who truly value what your company does. Would-be clients need to have the problems that you are equipped to solve.

Once you know who you want, make sure your branding and other marketing activities actually attract that kind of person. Marketing sets the stage and establishes the selling themes. Portray yourself as THE choice for the kinds of prospects you seek.

If your company has been around for a while, profiling potential prospects is easy. Just look at your most valuable current clients, identify what stands out about them and then search for those qualities among new prospects.

If your company is not so established, it will require some trial and error as you search for those prospect qualities that are most in sync with your organizational purpose.

Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to or email at or call us at (402) 637-9300.

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Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. He delivers compelling speeches and sales-training workshops worldwide. He has spoken in 5 countries and 41 states. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.

To discuss booking a presentation, go to or send an email to

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