The prospecting program consists of several successive steps, milestones, and scenarios based on progress.

The execution program for prospecting consists of several successive steps, milestones, and scenarios based on progress. Let's see what this consists of and the necessary steps to gain efficiency.

Execution program

Prospecting - The Execution Program

Knowing the means you need to have to carry out effective prospecting.

Knowing the means you need to have to carry out effective prospecting. This allows you to save time and stay focused on the objective. Let's look together at the list of necessary elements.

Prospecting Means and Tools

Prospecting - The Means, the assets

Finding the right decision-makers, the channels to reach them, and defining prospecting messages to move to the next step.

In prospecting, you need to be able to question the client to find out if they are interested in our offer and our added value. But to ask the question, you need to contact them, so you need to find the right channel. Once in direct contact, you need to make a proposal that will spark their interest in learning more and starting a journey with you.

Channels & Decision makers

Prospecting - Decision-Makers, Channels, and Messages

Creating the ICP, which stands for the Ideal Customer Profile.

Defining the Ideal Customer Profile for a market segment ensures that you won't waste time in your prospecting efforts. Indeed, chasing all potential clients isn't always the best solution, especially if we have signals that allow us to evaluate an opportunity. Together, we will define the ICP profiles for your priority market segments, the qualification signals, and the anti-ICP signals that rule out bad opportunities.

ICP and Qualification

Prospecting - ICP - The Ideal Customer Profile

Let's learn together how to segment the market and select the most promising segments.

Segmenting a market is also an art in sales and marketing. We will learn how to divide the market into segments that group customers with identical or similar needs. This will allow us to choose the most promising segments in our prospecting work.

Market segmentation and selection

Prospecting - Market segmentation

How many daily prospecting action you need daily to reach your target order intake in a given time ? We will answer this question in this module.

If you know the total target goal in order intakes and the allowed time to reach it, you can calculate the number of daily prospecting actions. Prepare a spreadsheet (or download the one available), that's all you need.

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Prospecting - The Execution Program

Prospecting - The Means, the assets

Prospecting - Decision-Makers, Channels, and Messages

Prospecting - ICP - The Ideal Customer Profile

Prospecting - Market segmentation

Prospecting - Define prospecting goals and establish a diagnostic