Sales Prospecting 101

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00:00 Intro to Sales Prospecting 101
00:42 What Is Sales Prospecting
01:25 Unaware of Pains
03:27 Aware of Pains
06:04 Ready To Make a Decision

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What Is Sales Prospecting
Sales prospecting is the act of looking for potential buyers for your product or service. Different roles may perform sales prospecting from sales development, business development, and even account executive. Companies of all industries incorporate B2B sales into the business.

Unaware of Pains
The first step of the B2B sales process is making prospects realize they have a problem. In B2B sales, prospects don’t always know they have a problem. This is called latent pain. It’s a salesperson’s job to make that latent pain into a realized pain.

Aware of Pains
Once the sales prospect is aware of their pain, that’s when the real selling begins. A sales and business development person’s goal is to make that pain hurt as much as possible, so the prospect is encouraged to look for solutions to make those pains go away. Fortunately for you, you happen to have exactly what they need.

Patrick Dang is an international sales trainer who started his career at Oracle in Silicon Valley and quickly became one of the top performers in North America in just one year.

After gaining experience in both the enterprise and startup world, Patrick began sharing his knowledge of modern sales students worldwide.

Since then, Patrick has trained over 70,000 students across 150 countries on topics on how to start a career in sales, business development, lead generation, cold email, LinkedIn, cold calling, and sales skills.

Patrick’s vision is to inspire others to pursue their dreams and provide the knowledge and tools to make those dreams a reality.

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