Effort required for successful prospecting

Prospecting for new meetings often requires 12 to 15 touches, including phone calls, emails, and social media interactions. These efforts cannot be easily automated, making it crucial to be selective with your use of time. Territory planning plays a vital role in prioritizing the accounts and prospects with the highest potential for success. By reverse engineering past wins and identifying common attributes, such as industries, personas, and compelling events, you can focus on cherry-picking opportunities that align with your previous successes.