Prospecting is without a doubt one of the hardest parts of the selling process.

If you happen to work for IBM or any other large company, then prospecting is certainly a lot easier thanks to the name recognition and the amount of money large companies like IBM spend on advertising.

On the other hand, if you work in what makes up the majority of the industry — SMB:  small and medium size business — then prospecting is certainly a lot tougher, because you don’t have the same resources as the big kids.

Kendra Lee, author of the book The Sales Magnet, has done a superb job of detailing step-by-step how to construct a sales prospecting process that will deliver results.

If you are one of the millions of salespeople required to do your prospecting all by yourself, without a lot of support, then The Sales Magnet is a worthy investment in yourself and your sales career.

What makes Kendra’s book relevant is the success she has had in working with numerous salespeople in the SMB sector.  In the book, she shares success stories and also how to avoid the numerous pitfalls that await a poorly-executed prospecting plan.

Her strategy is not built around cold-calling like so many other sales prospecting plans, but upon a strategy using email and other techniques that invite people to become engaged with you.

Whether you’re a seasoned sales professional with a proven strategy or a salesperson struggling to find prospects, I would highly recommend reading her book and implementing one or more of her strategies.

And don’t forget to sign up for a webinar Kendra Lee and I will be doing June 20 titled Negotiation: Avoid the Trap of Giving Away Profit!

Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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