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Ask a brand-new sales rep what the most important skill is and you know what he’ll say? “Closing.†That’s what we always hear, right? But ask a 20-year vet who’s seen a thing or two and they’ll tell you it isn’t the closing. It’s the prospecting.
As Founder of Tenbound David Delany told me –
“If you’re able to do your own prospecting, you’ll never starve.â€
But I’d even take it one step further—nail down how to prospect like a pro, and you’ll live like a king.
Now prospecting is one of the most valuable skills you can learn in your entire sales career. As Cardone Enterprises VP of Sales Jarrod Glandt shared –
“I would rather have a salesperson that could get in the door and create an opportunity in the first place, than somebody who sucks on the front side of it but is average at the end.â€
Which is why we created the Sales Prospect List Building Framework. This framework is just four steps. And if you want to take a deeper dive into the strategies and techniques we’re talking about here, I suggest you head over to the link in the video notes below to read the full guide.
Alright with that disclaimer out of the way, let’s jump into the framework.
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