I’m sure most of you have seen the TV show Man vs. Food—where a guy takes on some ridiculously gargantuan food item at a restaurant and a crowd cheers him on as he attempts to consume the entire thing……in one sitting. Ugh.
An advertising sales person is in sort of the same situation (minus the indigestion). There is just YOU—one sales rep—taking on a huge prospect database of probably 300 prospects or more. The assignment is quite daunting. For many sales reps, the sheer size of the prospect list is so overwhelming it becomes paralyzing.
So what can you do? Segment and prioritize. Organization is the key here, folks!
Here’s my 3-step program to help you tackle the prospect challenge: [Read more…]