Do you prepare meetings? Save yourself 57 Google searches

meeting preparation;
The King didn’t need to prep this meeting…

Picture this. You’re heading to your next meeting. You’ve been back to back in the morning and realised you haven’t done your research for this coming meeting. So you realise with dread that you know near to nothing about the prospects you are just about to meet. The meeting has been arranged 3 weeks ago and, whilst you had done some research back then, it’s all gone by now. Of course it all starts with a conversation but, from experience, you know there is a direct correlation between a productive meeting and how well you have prepared it. Oh, oh…

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I am in sales ergo I prospect

Cold calling, gold calling, prospecting, prospection,
Go on, pick it up, it doesn’t bite!

Photo credit: Macinate

Prospecting. An activity which more often than not isn’t really appreciated, both by sales people and those at the other end (maybe because they have some pre-conceived idea?). Concentrating on the negative feeling sales people have, it could be because it comes along with the fear of “rejection”. Add to this the growing belief that to prospect, i.e. to contact people from cold is “dead” as content marketing and social are the ways for organisations to generate inbound leads. I keep reading “outbound is dead”. I personally believe there is a lot of value to have both inbound marketing and outbound sales effort combined together. For my sins, I do quite enjoy prospecting. Remember, it all start with a conversation so we need to set-up this conversation and prospecting is the mean to this end. We know the good old latin locution “Cogito ergo sum” – “I think therefore I am”. I think something similar can be said for sales:  “Sello ergo prospectum” (did they prospect back then? And what’s the latin for “sell”?) or in proper English “I am in sales therefore I prospect”.  So, here are five reasons why I prospecting is great and actually not that hard:

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