Understanding Prospecting—Mastering Cold Calling TechniquesM



Research suggests that 50% of a salesperson’s time is wasted on unproductive prospecting. Worse, some salespeople don’t do any prospecting at all. But deliberate prospecting can mean the difference between unproductive efforts and efficient selling. Clients and candidates may be more than halfway to their buying decision by the time they first speak with you. How do you plan your cold calls to influence that decision and move prospects through the sales funnel so they become revenue-generating customers?

During this webinar, attendees will learn

  • What prospecting is
  • How to conduct researching to determine the quality of a lead
  • How to make a connection with a prospect
  • Tactics for scheduling meetings with prospects


Mary Ann McLaughlin, managing partner, Butler Street LLC

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