Salesforce Trailhead

Does your sales team struggle to understand the importance of prospecting or where prospecting fits in the sales cycle?

Salesforce acknowledges that sales can be a challenging career and often comes with limited training (and ample rejection). So, how do you, as a salesperson (or aspiring salesperson), thrive despite these challenges?

In the Salesforce Trailhead module, “Prospecting for Better Sales,” we learn about the importance of prospecting to start a career in sales on the right foot.

Most colleges don’t offer a major in sales. There is not much curriculum overall to support a successful career in sales, and, therefore, most salespeople learn by experience.

The purpose of a salesperson may be to get customers to buy products or services, but knowing that that’s the objective isn’t enough to send a salesperson soaring into fruitfulness.

To develop and find potential customers, salespeople must prospect. Specifically, Salesforce advises, practicing and executing on strategic prospecting.

Prospecting helps to fill the sales pipeline!

Understanding prospecting and how it fits into the sales cycle aren’t the only important considerations for salespeople to thrive. They must also know how to:

  • Create a strategy to target the right accounts
  • Develop messaging for specific prospect contacts
  • Find the right time to reach out to contacts
  • Use voicemail and email effectively
  • And make prospecting a habit

Among these tips from Salesforce, Salesforce encourages that “sales is all about the numbers.” What does this mean?

In this Salesforce Trailhead unit, we learn that practicing “strategic prospecting helps avoid solely relying on the number of calls made or emails sent.”

Numbers aren’t just about revenue – numbers are important under a pleathora of success metrics for your sales team. Time sets limits on what is accomplishable within a day’s work, but Salesforce provides tips to “give you a measurably better return for the time and energy you invest.”

This falls in line with the four stages of the buying process and shows how prospecting fits into the sales cycle.

The four stages include:

  • Attention – “Aware of the product.”
  • Interest – “Curious to learn more about the product.”
  • Desire – “Chooses to purchase the product.”
  • Action – “Purchasing the product.”

Salesforce advises that “prospecting is focused on getting the customer through the first two stages: Attention and Interest.” The final goal for any organization is getting more prospects to convert to customers and purchase your business’ products or services.

But, before they purchase products or services from you, the desire for them to do so must be there. Desire is about establishing yourself as a salesperson as a trusted advisor with the target decision maker, not being a “pusher.” Without creating quality interactions, salespeople can drop the ball on great opportunities.

Learn more about prospecting and how it fits into the entire sales process when you start this module yourself here.

Do you need help refining or defining your sales process, or do you have another sales process concern that is keeping your team from moving forward? Discover the benefits of Ledgeview’s Sales Consulting Services here.


Contact Us Today

To learn more about Ledgeview’s Expertise

Related Articles