Prospecting process steps for Animal science

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the mistake that a lot of self directors make is they rely on their salespeople to do all the work and often it comes back to a direction from the sales leadership to him saying can you hit the phones and make a hundred calls today it's an outdated means of prospecting because what happens is the salespeople then work up a database that pick up the phone they know nothing about the prospects and when they do speak with that person often they've got nothing vide of meaningful relevance to say to that person other than they talk about their own business so you've got this situation where sales people have relying on the phones and their own I guess ability to charm their prospect but all the prospect wants is give me something's relevant to me it's the one thing that actually helps you to open doors it's a bit like an amplifier you know the more relevant they are the more they're going to be heard there's been a number of reports out recently you say their information is anywhere so because of that often we are led to believe that it's at least it's the buyers world buyers have access to all this information the reality is salespeople have access to just as much information as the buyers if they trained themselves and were directed to better user information this in the public domain they will become a lot more relevant to their their prospect they need to know as much as they can about the account that they are selling into the industry that their prospect is operating within the role of the person that they are looking to engage with and also the person themselves what you know what what interests them so by signing up to some new services joining LinkedIn groups following companies and people on Twitter and if they are relevant in each of those four areas they will stand out from the competition and they will be the ones that engage in conversation and it will be the one and I've been more successful than those have done