The Needle Is In The Haystack … Find It!

By Gil Cargill, Sales Acceleration Coach

I think the headline of this article accurately reflects the hope of most prospecting efforts. Regardless of what you and your team sell, if you’re engaged in prospecting as it has been taught for decades, then you are directing your team to find the proverbial needle in a haystack.

This thought hit me after a conversation that I had recently with a gentleman that I met at a tradeshow. He was pretty frustrated about the lack of high-quality leads that were being established by his telemarketing efforts. In the course of the conversation, I learned that he sells a high-end training program to the HR departments of large companies.

Now, if you’ve ever sold anything that requires a significant investment to large companies, you know that it is very difficult to get someone to change budgets and strategic plans to match your timetable. It is far easier to become involved in the budgeting process and get your program or product inserted into the planning for the department that you’re selling to.

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