From the course: The 52 Best Sales Prospecting Tips

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Know your most wanted

Know your most wanted

From the course: The 52 Best Sales Prospecting Tips

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Know your most wanted

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- Do you have a list of target accounts? And I don't mean businesses of this size or law firms based within this city or people who have this particular level of income. I mean, a concise and up-to-date list of prospect, A, B, C and beyond. I mean, actually naming at least 10 businesses or people that you're targeting on a regular basis right now that you want to sell either more to or to in the first place. And then even if you have that if I approach you in the street and said, "Who are your top 10?" Could you name them? Could you name even half of them? Or "Do you have a CRM filled with hundreds of accounts that you randomly call whilst paying the most attention to the few that have recently engaged with you?" Well, if you're cold calling and cold prospecting with big targets looming then you need to have your own most wanted list that you know everything about. Mine are call it my golden five and top 20. These…

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