Kennedy Webcast – Proactive Prospecting: Sales Habits For Transitioning From Sales “Fishing” to “Sales Hunting”

Sales requires a proactive approach to embracing new, daily sales habits.

If all we as salespeople do is close incoming leads, we are “sales fishing.” Our “fishing pole” is connected to a line holding a hook. On the hook is the digital “bait,” which is our website presence, listing on CVENT or Wedding Wire, and/or the “brand.com flag.” Once a prospect “bites,” sales fishers simply reel in the business. With increasingly smart AI and ChatGPT, the role of sales fishing will soon be replaced by automation, but Sales Hunters will surely always be in demand. However, sales requires a proactive approach to embracing new, daily sales habits. In this webcast, Doug covers highlights from KTN’s on-site hotel sales training and from his numerous sales training articles and conference presentations including:

• How to make proactive prospecting a daily habit.

• Embracing your CRM’s “lead stream” today to create prospecting leads for tomorrow.

• Retargeting lost business from previous inquiries.

• Reaching out for referrals.

• Research: The key to evolving from “cold calling” to “warm calling.”

• How to say “no, we can’t” in a more positive way.

• Tips for personalized prospecting on LinkedIn.

• Using a “tech for touch” approach when prospecting. • How to be persistent but not pushy!