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The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business by Gary Walker

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Chapter 4PLANNING—THE SIX STEPS TO PROSPECTING SUCCESS

Step 1. Timing

Almost as important as where to begin is when to begin.

Let’s say that you were thinking you were going to rely on last year’s carryover and it is the end of January and nothing has closed. You are then late to the party. The reality is that if you haven’t closed anything in January, you are going to have to close twice as much in February just to make year-to-date (YTD) quota! That’s a tall order even for the most accomplished salesperson.

The time to begin developing your Territory Sales Plan is right now. Get started by analyzing your current situation.

Step 2. Analysis

What is it that you know, or don’t know, about your territory, your products, and your existing customers; ...

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