Ron Goch
The Telios Group
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Where To Start Prospecting

June 19th 2007

Q. Where is the best place for new sales people to prospect for leads? It seems like all the great leads are already taken by others sales people.
 
A. I always recommend starting internally before going external. Many sales execs do the exact opposite; go external and don’t even think about the uncovered internal leads.
 
Depending on your organization, the number of owners, employees, your facilities and all who work at the facilities and events, these areas and others would be great places to start asking who knows who, who’s affiliated with what, and determine what opportunities you have internally.
 
You likely will be surprised how many people – even those seasoned sales execs you work with – that have not been asked who they know, who could connect you with someone, and how those who are affiliated (directly and indirectly) with your organization could assist you.
 
Give it a shot and I’d enjoy hearing the results.
 
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Ron Goch,
The Telios Group
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