B2B Sales: Where Do You Start Prospecting?

In this episode we look at business to business sales.  Obviously, you are still dealing with people but getting to speak to the right person first of all is key. With this in mind, where do you start?

Simon discusses some approaches to help when cold calling: from canvassing your suppliers to competitors of your existing customers.

If your hand feels heavy prospecting your business database, then these top tips will help.

Here are the highlights:

{01:14} Marketing isn’t selling

{02:25} Bouncing off one customer to another

{03:37} Suppliers

{04:28} Competitors of your existing customers

{09:23} How to get through voice mail and gate keepers

{12:15} Farmer rather than hunter

About Symco Training:

Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its clients something different. That difference was clear to Simon from his days in the dealership when he experienced many sales trainers who had all the answers, but were unable, unwilling or both to actually show the delegate how they could be implemented. It remains the ethos of the business today. You see, Symco only employ trainers that are committed to delivering not only in spiring and insightful training, but are equally as happy to demonstrate these skills and techniques with real customers in your own showroom. We believe in order for sales training to be effective and in Simon’s words ‘real world’, it needs to be tried and tested in the only place it matters the showroom floor. There is no room for theory when your goals are for your team to sell more cars, hours or parts and retain more profit. In dealerships around the world the focus applied by many of the sales executives is to try and sell a deal. Symco specialise in getting your teams to focus on selling themselves, the product and then supporting this with the deal.

To find out more visit: www.symcotraining.co.uk