The Strategic Prospecting Process

Generating Sales Leads

Determining Sales Prospects

Prioritizing Sales Prospects

Preparing for Sales Dialogue

Prospecting Methods

Cold Canvassing

Networking

Company Sources

Published Sources

Developing a Strategic Prospecting Plan

Gathering Prospect Information to Prepare for Sales Dialogue

Obtaining Information on the Buyer

Gathering Information on the Prospects Organization

Sources of Information

Determining Other Buyers Influences

How to Prospect For New Customer

Pete Tsuleff has been interested in the food and beverage industry since he was a little boy. His father owned a restaurant/tavern. Tsuleff spent his evenings, weekends, and summers working in the restaurant. At age 21, he began to work as a bartender. He had firsthand experience ordering food, hiring, firing, and running the entire operation by the time he was 25. At age 30, he bought his father out. During the next 10 years, he opened another restaurant/bar and two package liquor stores. Tsuleffs first love was experimenting with new recipes. He had a chili that won competitions in his hometown. He made a spaghetti sauce that was world class. His garlic bread and garlic

1. What prospecting methods should Tsuleff use?

2. How can Tsuleff qualify the leads he receives? What qualifying factors will be most important?

3. How can Tsuleff organize his prospecting activities?

4. How should he keep records of his prospects?

5. What precall information is needed by Tsuleff? How will he collect this information?