Prospecting is essential for generating new business and keeping our sales funnels full, but not everyone does it. In this session, we evaluate what consistent, proactive prospecting is. Why it's important, and what keeps us from doing it. We introduce a proven eight-step process for successful proactive prospecting.

• What is prospecting?
• How to calculate the financial impact of prospecting
• Foundations of prospecting
• 8-Touch proactive prospecting system overview
• Implementing the 8-Touch proactive prospecting system

• Explain prospecting and why it is essential to generating sales potential.
• Summarize the sales funnel and how it drives success in sales.

• Inspire participants to prospect consistently by setting specific prospecting goals and blocking time on the calendar to get it done.
• Use the 8-Touch Proactive Prospecting System to consistently contact prospects and book new business.

• Create messages for the prospecting process consisting of
• Eight voicemail messages.
• Eight email messages.
• One LinkedIn connection request.