{"id":6492,"date":"2023-10-27T11:00:40","date_gmt":"2023-10-27T09:00:40","guid":{"rendered":"https:\/\/business.onoff.app\/?p=6492"},"modified":"2026-02-10T16:17:14","modified_gmt":"2026-02-10T15:17:14","slug":"how-do-you-draw-up-an-effective-sales-prospecting-plan","status":"publish","type":"post","link":"https:\/\/business.onoff.app\/en\/blog\/news\/how-do-you-draw-up-an-effective-sales-prospecting-plan\/","title":{"rendered":"How do you draw up an effective sales prospecting plan?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"6492\" class=\"elementor elementor-6492\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-c4d628c elementor-section-boxed elementor-section-height-default elementor-section-height-default wpr-particle-no wpr-jarallax-no wpr-parallax-no wpr-sticky-section-no wpr-column-slider-no wpr-equal-height-no\" data-id=\"c4d628c\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-48ee594\" data-id=\"48ee594\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3ce4a39 elementor-widget elementor-widget-text-editor\" data-id=\"3ce4a39\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><a href=\"\/blog\/\">\u2190 Blog<\/a><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-58ef98c1 elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default wpr-particle-no wpr-jarallax-no wpr-parallax-no wpr-sticky-section-no wpr-column-slider-no wpr-equal-height-no\" data-id=\"58ef98c1\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-798c161a\" data-id=\"798c161a\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-36860bb7 elementor-widget elementor-widget-heading\" data-id=\"36860bb7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">How do you draw up an effective sales prospecting plan? \n<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-851e6c8 elementor-widget elementor-widget-image\" data-id=\"851e6c8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1200\" height=\"627\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/comment-bien-prospecter.png\" class=\"attachment-full size-full wp-image-4282\" alt=\"Plan de prospection commerciale\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/comment-bien-prospecter.png 1200w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/comment-bien-prospecter-300x157.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/comment-bien-prospecter-1024x535.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/comment-bien-prospecter-768x401.png 768w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2033a74 elementor-widget elementor-widget-text-editor\" data-id=\"2033a74\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Sales prospecting is one of the most important phases in the sales process, but also one of the most difficult. To do this, you need to follow an effective sales prospecting plan.<\/span><\/p><p><a href=\"https:\/\/research.hubspot.com\/charts\/part-of-the-sales-process-reps-struggle-with?_ga=2.112063108.1678364997.1556002038-2133346062.1545294959&amp;__hstc=163636576.c226a6303975e0ca325cdb99685aa93d.1644943644470.1644943644470.1645001908481.2&amp;__hssc=163636576.1.1645001908481&amp;__hsfp=1535216131\"><span style=\"font-weight: 400;\">Statistically<\/span><\/a><span style=\"font-weight: 400;\">, almost half of all salespeople say that prospecting is the most difficult part of their job.<\/span><\/p><p><span style=\"font-weight: 400;\">But why is it so difficult? What about you? Do you also find it difficult to prospect new people?<\/span><\/p><p><span style=\"font-weight: 400;\">In any case, the more leads you generate, the greater your chances of closing a sale, and prospecting remains one of the best ways of achieving this.<\/span><\/p><p><span style=\"font-weight: 400;\">So how do you draw up an effective sales prospecting plan? And what tools will you need? Let&#8217;s find out together !<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cc48ea6 elementor-widget elementor-widget-heading\" data-id=\"cc48ea6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">What is a sales prospecting plan ?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6a3901a elementor-widget elementor-widget-text-editor\" data-id=\"6a3901a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">As a reminder, sales prospecting is the process of finding and making contact with new leads and prospects. The idea is to bring them back into the sales funnel to finalize a sale and, ideally, build brand loyalty.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c5714c3 elementor-widget elementor-widget-image\" data-id=\"c5714c3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"800\" height=\"575\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-1-1024x736.png\" class=\"attachment-large size-large wp-image-4262\" alt=\"Qu\u2019est-ce qu\u2019un plan de prospection commerciale ?\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-1-1024x736.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-1-300x216.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-1-768x552.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-1-1536x1105.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-1-2048x1473.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fec1b47 elementor-widget elementor-widget-text-editor\" data-id=\"fec1b47\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/www.proinfluent.com\/planning-de-prospection\/\"><span style=\"font-weight: 400;\">Point Fluent\u00a0<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">At first glance, a &#8220;lead&#8221; could be confused with a &#8220;prospect&#8221;, but there&#8217;s a nuance that shows the difference between these two terms.<\/span><\/p><p><span style=\"font-weight: 400;\">When we speak of a lead, we&#8217;re referring more to a person who has already actively expressed an interest in a product or service.<\/span><\/p><p><span style=\"font-weight: 400;\">Take, for example, the case of an Internet user who has downloaded an eBook or subscribed to a newsletter without any real prior interaction with the brand. This is clearly someone who is genuinely interested in the company&#8217;s products or services.<\/span><\/p><p><span style=\"font-weight: 400;\">The prospect, on the other hand, is someone who fits the profile of a perfect customer, but who hasn&#8217;t yet shown any real interest.<\/span><\/p><p><span style=\"font-weight: 400;\">The prospecting plan will consist of a series of progressive steps to attract new customers, including these prospects. In other words, it&#8217;s a plan of successive actions to identify better sales opportunities for a company.<\/span><\/p><p><span style=\"font-weight: 400;\">These actions include outbound calls, prospecting e-mails, SMS campaigns and many others.<\/span><\/p><p>\u00a0<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2a39de0 elementor-widget elementor-widget-heading\" data-id=\"2a39de0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Why create a prospecting plan ?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8adcd12 elementor-widget elementor-widget-text-editor\" data-id=\"8adcd12\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">A prospecting plan allows you to :<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Have a checklist to organize the various actions to be taken<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Improve sales productivity by providing access to invaluable tools such as a prospecting list, prospecting calendar, sales script, etc.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Better manage your company&#8217;s internal resources for an efficient prospecting campaign<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Generate new leads in your sales funnel<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">In short, a prospecting plan serves as a sort of roadmap for the coherent management of the various actions involved in a prospecting campaign.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dcc3d21 elementor-widget elementor-widget-heading\" data-id=\"dcc3d21\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Why is sales prospecting important for a company ?\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-197e780 elementor-widget elementor-widget-text-editor\" data-id=\"197e780\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Although prospects represent an excellent opportunity to increase your sales, they don&#8217;t usually take the first step.<\/span><\/p><p><span style=\"font-weight: 400;\">In other words, it&#8217;s not a matter of setting up your business and crossing your arms in the hope that prospects will come to you. It&#8217;s up to you to go out and find them. And that&#8217;s why prospecting is so important in the life of a commercial enterprise.<\/span><\/p><p><span style=\"font-weight: 400;\">First of all, it has to be said that customers are quite receptive to prospecting. Statistically, 82% of buyers remain in favor of appointments when a salesperson contacts them first, and 71% like to listen to salespeople&#8217;s sales pitches at the start of a buying process.<\/span><\/p><p><span style=\"font-weight: 400;\">These favorable figures are bound to improve sales productivity. According to a recent study, salespeople who put the most effort into prospecting manage to <a href=\"https:\/\/www.rainsalestraining.com\/sales-research\/sales-prospecting-research\">generate almost 3 times<\/a>\u00a0as many sales appointments as others.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-59aade3 elementor-widget elementor-widget-image\" data-id=\"59aade3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"800\" height=\"659\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/3X-PLUS-PERFORMANT-1024x843.png\" class=\"attachment-large size-large wp-image-4264\" alt=\"KPI prospection t\u00e9l\u00e9phonique\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/3X-PLUS-PERFORMANT-1024x843.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/3X-PLUS-PERFORMANT-300x247.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/3X-PLUS-PERFORMANT-768x633.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/3X-PLUS-PERFORMANT-1536x1265.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/3X-PLUS-PERFORMANT-2048x1687.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1889442 elementor-widget elementor-widget-text-editor\" data-id=\"1889442\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : RainSaletraining\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">While it&#8217;s true that not every appointment leads to a sale, a good prospecting strategy does increase the chances of closing new sales.<\/span><\/p><p><span style=\"font-weight: 400;\">It allows you to identify and attract genuinely interested people who will be more inclined to buy your products. And that&#8217;s what every sales company wants.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d05f377 elementor-widget elementor-widget-heading\" data-id=\"d05f377\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">How do you know when a prospecting plan isn't working?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b3948b8 elementor-widget elementor-widget-text-editor\" data-id=\"b3948b8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Sometimes, despite all the marketing efforts that have been made, a company can experience significant periods of poor sales. In such circumstances, the first thing to do is to suspect the problem in the sales prospecting plan.<\/span><\/p><p><span style=\"font-weight: 400;\">Here are some common reasons why your prospecting plan isn&#8217;t working and needs to be reviewed :<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>You meet a lot of prospects, but generate very few customers: <\/b><span style=\"font-weight: 400;\">This is a conversion problem. Are your sales reps complaining that they have lots of prospects, but no success in getting them to buy your products or services?<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>You notice a certain lack of alignment between your marketing efforts and sales: <\/b><span style=\"font-weight: 400;\">The tools your salespeople use don&#8217;t really impact the company&#8217;s revenues.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Your sales force spends more time entering data than &#8220;working&#8221;:<\/b><span style=\"font-weight: 400;\"> It&#8217;s true that a salesperson also has to read documents, sort information, fill in forms and so on.<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">But when all these tasks take up more of his time than interacting with prospects, such as making phone calls or responding on social networks, it&#8217;s clear that there&#8217;s a deficit in the work balance.<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d937ffd elementor-widget elementor-widget-image\" data-id=\"d937ffd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"578\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-2-1024x740.png\" class=\"attachment-large size-large wp-image-4266\" alt=\"Comment savoir quand un plan de prospection ne fonctionne pas ?\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-2-1024x740.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-2-300x217.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-2-768x555.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-2-1536x1110.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-2-2048x1480.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7e778b4 elementor-widget elementor-widget-text-editor\" data-id=\"7e778b4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/www.journaldunet.fr\/management\/guide-du-management\/1441347-travail-sur-ecran-la-reglementation\/\"><span style=\"font-weight: 400;\">JournalDuNet<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">And it needs to be revised so that your sales people can really do their job : attract new customers.<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Your sales force is groping for answers : <\/b><span style=\"font-weight: 400;\">When your salespeople don&#8217;t know enough about the customer profile they need to prospect, there&#8217;s little chance of converting them into customers for your company. What size companies should you target? What are the sectors and common difficulties of your target audience? All this needs to be clearly established for successful protection.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Your salespeople jump from one business activity to another : <\/b><span style=\"font-weight: 400;\">For example, your sales reps might start a teleprospecting activity, then start others, then try to stop some of them, without really seeing anything through. It would be more efficient for them to concentrate on a specific sales activity at specific times of the day.<\/span><\/li><\/ul><p><b>Your salespeople find it difficult to pinpoint prospects&#8217; weak points so as to be able to hook them : <\/b><span style=\"font-weight: 400;\">As a salesperson, it&#8217;s important to determine how your products or services can really solve prospects&#8217; problems. It&#8217;s an approach that catches on quickly and encourages prospects to consume your products.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-327cefa elementor-widget elementor-widget-heading\" data-id=\"327cefa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">How do you create a successful prospecting plan ? <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-042f3df elementor-widget elementor-widget-text-editor\" data-id=\"042f3df\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">For successful prospecting, here are a few important steps to follow:<\/span><\/p><p><span style=\"font-weight: 400;\">Define your initial objectives<\/span><\/p><p><span style=\"font-weight: 400;\">As with any project, a good prospecting plan starts with well-defined objectives. Why did you want to carry out a prospecting campaign? To further develop one branch of your business? Increase your revenues? Build customer loyalty? Increase your address book?<\/span><\/p><p><span style=\"font-weight: 400;\">What do you really want? Work it out before you start. But it&#8217;s also important to be realistic. Excessive goals can lead to frustration and a poor assessment of your prospecting plan.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4343ac8 elementor-widget elementor-widget-image\" data-id=\"4343ac8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"200\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/SMART-1024x256.png\" class=\"attachment-large size-large wp-image-4268\" alt=\"Comment r\u00e9ussir son plan de prospection\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/SMART-1024x256.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/SMART-300x75.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/SMART-768x192.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/SMART-1536x384.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/SMART-2048x513.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-181b7f8 elementor-widget elementor-widget-text-editor\" data-id=\"181b7f8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/blog.comexplorer.com\/comment-formuler-un-objectif-smart\"><span style=\"font-weight: 400;\">Comexplorer<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">The recommended method is the SMART method, for setting goals that are ambitious, but attainable enough to be achieved within the given timeframe.<\/span><\/p><h4><span style=\"font-weight: 400;\">Define a target audience for your prospecting campaign<\/span><\/h4><p><span style=\"font-weight: 400;\">Before you expect your sales reps to bring in high-quality prospects, it&#8217;s only natural that they should know in advance what those prospects look like. And admittedly, this is a tricky task, since there are many different types of people, companies and industries.<\/span><\/p><p><span style=\"font-weight: 400;\">So, where do you start? Well, if you&#8217;re an existing business, I suggest you start with your own database. Who are your most important existing customers? Who are your most and least profitable customers? Which would you describe as your worst customers? Create profiles for each of these groups, noting criteria such as :<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Demographic information (age, gender, marital status, average income, sector of activity, etc.);<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Psychological information (hobbies, preferred social networks, decision-making processes, etc.);<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Challenges, difficulties, objectives, etc.<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-06cfb8f elementor-widget elementor-widget-image\" data-id=\"06cfb8f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"623\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/ANNABELLE-1024x798.png\" class=\"attachment-large size-large wp-image-4270\" alt=\"Guide de prospection.\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/ANNABELLE-1024x798.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/ANNABELLE-300x234.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/ANNABELLE-768x598.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/ANNABELLE-1536x1197.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/ANNABELLE-2048x1596.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9cfbb2a elementor-widget elementor-widget-text-editor\" data-id=\"9cfbb2a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/openclassrooms.com\/fr\/courses\/5192236-menez-une-recherche-utilisateur\/5450311-realisez-des-personas-pour-mettre-en-forme-vos-donnees\"><span style=\"font-weight: 400;\">OpenClassRoom<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">Once the profiles of each group have been established, the worst customers will be avoided when prospecting, so as not to waste time. The least profitable will be ranked at the bottom of the priority scale, and the most important customers will be the profiles to focus on.<\/span><\/p><p><span style=\"font-weight: 400;\">If you don&#8217;t have an existing database, you can also build your target audience by identifying the problems your products can solve, and listing all the types of prospects likely to encounter these problems.<\/span><\/p><p><span style=\"font-weight: 400;\">This way, every member of your sales team will know exactly which prospect profile to approach.<\/span><\/p><p>\u00a0<\/p><h4><span style=\"font-weight: 400;\">Propose a prospecting file<\/span><\/h4><p><span style=\"font-weight: 400;\">After the previous step, you can clearly identify the types of prospects most likely to consume your products. These may be recent or old contacts you&#8217;ll need to follow up, or new prospects you&#8217;ll need to find.<\/span><\/p><p><span style=\"font-weight: 400;\">To make your team&#8217;s task easier, it&#8217;s a good idea to prepare a prospecting file listing the prospects you&#8217;ve met, along with important information such as their contacts, their field of activity, etc.<\/span><\/p><p><span style=\"font-weight: 400;\">How do you set up a prospecting file? Well, there are ready-to-use paid files on the market, but it&#8217;s always better to create your own prospecting file based on the objectives you&#8217;ve set and the data you&#8217;ve collected.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7653b54 elementor-widget elementor-widget-image\" data-id=\"7653b54\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"718\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/FICHE-PROSPECTION-1024x919.png\" class=\"attachment-large size-large wp-image-4272\" alt=\"Fiche de prospection\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/FICHE-PROSPECTION-1024x919.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/FICHE-PROSPECTION-300x269.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/FICHE-PROSPECTION-768x689.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/FICHE-PROSPECTION-1536x1378.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/FICHE-PROSPECTION-2048x1838.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5bf8dc9 elementor-widget elementor-widget-text-editor\" data-id=\"5bf8dc9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/www.biztree.com\/fr\/doc\/fiche-de-prospection-D2528\"><span style=\"font-weight: 400;\">BizTree<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">Whatever the case, the most important thing is to keep your prospecting data up to date, so that you can contact prospects when the time is right.<\/span><\/p><p><span style=\"font-weight: 400;\">To make it even more practical, you can import all this data into CRM software for better customer relationship management.<\/span><\/p><h4><span style=\"font-weight: 400;\">Choose the right prospecting form(s) for your budget<\/span><\/h4><p><span style=\"font-weight: 400;\">You&#8217;ve defined your objectives, your target audience and a prospecting file. The next step is to decide which prospecting channels you feel are most appropriate for your prospecting campaign.<\/span><\/p><p><span style=\"font-weight: 400;\">In fact, there are several prospecting techniques that can be used to achieve your objectives. These include :<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Cold emailing : <\/b><span style=\"font-weight: 400;\">This technique involves sending prospecting emails to potential customers. It&#8217;s often used in professional marketing, and enables you to reach a large number of people.\u00a0\u00a0<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Social selling : <\/b><span style=\"font-weight: 400;\">This prospecting technique involves using social networks to find new prospects and get them to buy your products or services.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Search engine optimization (SEO) : <\/b><span style=\"font-weight: 400;\">This is also a form of prospecting that involves attracting customers from the first pages of search engines such as Google, Bing, Amazon and others.<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">By using the right optimization techniques for each search engine, you can succeed in getting your sales pages into the top results when potential buyers search for your products on the Net.<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Teleprospecting :<\/b><span style=\"font-weight: 400;\"> This is a form of prospecting that essentially involves telephone calls, with the primary aim of arranging a sales meeting with potential customers.<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7a403c9 elementor-widget elementor-widget-image\" data-id=\"7a403c9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"716\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-3-1024x916.png\" class=\"attachment-large size-large wp-image-4274\" alt=\"le(s) formes de prospection \u00e0 utiliser en fonction de votre budget\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-3-1024x916.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-3-300x268.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-3-768x687.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-3-1536x1375.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/LIFESTYLE-3-2048x1833.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1b46020 elementor-widget elementor-widget-text-editor\" data-id=\"1b46020\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source :<\/span><a href=\"https:\/\/www.worksafe-france.com\/details-worksafe+france+recherche+un+teleprospecteur+independant+en+sante+securite+au+travail-23.html\"> <span style=\"font-weight: 400;\">Worksafe<\/span><\/a><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Advertising : <\/b><span style=\"font-weight: 400;\">When you have the financial means at your disposal, advertising can also be an excellent prospecting tool. Whether it&#8217;s advertising on search engines or traditional advertising, it&#8217;s also an important lever in sales prospecting.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Physical meetings : <\/b><span style=\"font-weight: 400;\">Prospecting can also be physical. For example, you can organize seminars, symposia or trade fairs to present your products, and take advantage of the opportunity to collect contacts from attendees so you can follow up afterwards.<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">This list of prospecting channels can of course be adapted to suit your niche, your target and your resources.<\/span><\/p><h4><span style=\"font-weight: 400;\">Develop your prospecting script<\/span><\/h4><p><span style=\"font-weight: 400;\">The prospecting script is the sales pitch that your sales reps must develop once in contact with prospects.<\/span><\/p><p><span style=\"font-weight: 400;\">It needs to be carefully crafted, because we live in an age where one misplaced phrase can sink a deal and undermine all your efforts.<\/span><\/p><p><span style=\"font-weight: 400;\">Conversely, a good script seduces prospects and takes them further down the sales funnel.<\/span><\/p><p><span style=\"font-weight: 400;\">But at the same time, some sales reps aren&#8217;t too keen on the idea of using prospecting scripts under the pretext of sounding like robots and making a less authentic presentation to prospects.<\/span><\/p><p><span style=\"font-weight: 400;\">What you need to know is that a well-written sales script increases the efficiency of your sales team, leading to higher conversion rates.<\/span><\/p><p><span style=\"font-weight: 400;\">Prospecting can be stressful at times, and having a well-crafted script will make your sales people naturally more confident with customers.<\/span><\/p><p><span style=\"font-weight: 400;\">Instead of constantly looking for what to say, they&#8217;ll be able to focus much more on listening to the customer and tailoring the conversion to their personal needs.<\/span><\/p><p><span style=\"font-weight: 400;\">So, how do you create a good prospecting script? Well, whatever prospecting channel you choose, it&#8217;s important to keep the following factors in mind:<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Let the prospect express himself and present his own needs and expectations : <\/b><span style=\"font-weight: 400;\">This means taking a special interest in each prospect, asking what you can do for them or what they need. It&#8217;s a way of getting prospecting off on the right foot.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>If the context allows, adapt your script to the prospect&#8217;s needs.<\/b><\/li><\/ul><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Anticipate the questions frequently asked by your former customers : <\/b><span style=\"font-weight: 400;\">Addressing certain questions before the prospect even asks them demonstrates your expertise and adds credibility to your presentation.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Present the strengths of your products or services : <\/b><span style=\"font-weight: 400;\">This is the main purpose of a sales script. This is your business, so find the right words to value your product and present all the reasons that the prospect would benefit from buying it.<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">To help your sales reps get to grips with the script for a brilliant presentation, you can simulate in-house prospecting sequences and discuss all eventualities together.<\/span><\/p><h4><span style=\"font-weight: 400;\">Allocate prospecting tasks to your sales team.<\/span><\/h4><p><span style=\"font-weight: 400;\">This stage allows you to allocate the various prospecting tasks so that each member knows exactly what he or she has to do and the means at their disposal to achieve it.<\/span><\/p><p><span style=\"font-weight: 400;\">This stage can vary from one company to another, depending on the resources available, the internal organization and the experience of each member of the sales team.<\/span><\/p><p><span style=\"font-weight: 400;\">In any case, it&#8217;s important that everyone is involved, and that remuneration conditions are clearly established from the outset.<\/span><\/p><p><span style=\"font-weight: 400;\">If you&#8217;re using prospecting software, it&#8217;s also important that the people who will be using it are properly trained.<\/span><\/p><p><span style=\"font-weight: 400;\">This will also be an opportunity to teach them the company&#8217;s values, since they are the ones who will be communicating its image to your audience.<\/span><\/p><p><span style=\"font-weight: 400;\">Use automation to perform certain repetitive tasks<\/span><\/p><p><span style=\"font-weight: 400;\">The first reason why prospecting can be time-consuming is manual data entry.<\/span><\/p><p><span style=\"font-weight: 400;\">Although there are several automation solutions available today, many sales reps still use Excel spreadsheets to organize their prospects&#8217; data.<\/span><\/p><p><span style=\"font-weight: 400;\">It&#8217;s true that data entry is an integral part of prospecting, but for reasons of productivity, it doesn&#8217;t have to take hours.<\/span><\/p><p><span style=\"font-weight: 400;\">Today, there are automated solutions that automatically record and organize the information collected during your prospecting without you having to enter it by hand.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-306518e elementor-widget elementor-widget-image\" data-id=\"306518e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"631\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/TEAMS-1024x808.png\" class=\"attachment-large size-large wp-image-4276\" alt=\"Gagner en productivit\u00e9\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/TEAMS-1024x808.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/TEAMS-300x237.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/TEAMS-768x606.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/TEAMS-1536x1212.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/TEAMS-2048x1616.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-84a3f2d elementor-widget elementor-widget-text-editor\" data-id=\"84a3f2d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/iphonesoft.fr\/2021\/03\/03\/exclu-onoff-debarque-microsoft-teams\"><span style=\"font-weight: 400;\">IphoneSoft<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">You also have tools like Onoff Business that give you access to your call history with your prospects directly on a single space for better follow-up.<\/span><\/p><p><span style=\"font-weight: 400;\">You can also opt for email automation solutions that will save you precious time while keeping your prospects engaged.<\/span><\/p><p><span style=\"font-weight: 400;\">In other words, you can take advantage of automation to speed up certain repetitive tasks in your prospecting strategy and gain in productivity.<\/span><\/p><p>\u00a0<\/p><h4><span style=\"font-weight: 400;\">Define a prospecting calendar<\/span><\/h4><p><span style=\"font-weight: 400;\">It&#8217;s important that your prospecting campaign fits into a precise schedule. How much time should you allow for this?<\/span><\/p><p><span style=\"font-weight: 400;\">It all depends on your niche and the length of your sales process. In any case, the timeframe should be long enough to achieve the objective, but not so long as to plunge the team into a kind of monotony.<\/span><\/p><p><span style=\"font-weight: 400;\">For a better estimate of time, you can assign a deadline to each of the actions carried out, so that you can keep better track of them and make readjustments if necessary.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-00da2c1 elementor-widget elementor-widget-image\" data-id=\"00da2c1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"595\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/PLANNING-1024x761.png\" class=\"attachment-large size-large wp-image-4278\" alt=\"Calendrier de prospection.\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/PLANNING-1024x761.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/PLANNING-300x223.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/PLANNING-768x571.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/PLANNING-1536x1142.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/05\/PLANNING-2048x1522.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a3d7cab elementor-widget elementor-widget-text-editor\" data-id=\"a3d7cab\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/blog.mybizdev.io\/commercial-digital-optimiser-son-temps-gr%C3%A2ce-%C3%A0-son-agenda-en-business-development\"><span style=\"font-weight: 400;\">My Biz Dev<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">For example, let&#8217;s say you&#8217;ve initially planned a 3-month prospecting period, with the aim of making 10 sales appointments per month.<\/span><\/p><p><span style=\"font-weight: 400;\">But already in the first month, you manage to get 15, in which case the planned timeframe can be revised upwards.<\/span><\/p><p><span style=\"font-weight: 400;\">And if, on the other hand, you only manage to get 5 appointments a month, perhaps the deadline was set too high and needs to be revised downwards.<\/span><\/p><h4><span style=\"font-weight: 400;\">Monitor the performance of your prospecting campaign<\/span><\/h4><p><span style=\"font-weight: 400;\">Once the prospecting calendar has expired, it&#8217;s time to assess whether or not your objectives have been achieved. There are several reporting tools you can use to assess the effectiveness of your prospecting campaign.<\/span><\/p><p><span style=\"font-weight: 400;\">Taking teleprospecting as an example, VoIP telephony solutions such as Onoff Business give you real-time access to the results gathered by your sales team.<\/span><\/p><p><span style=\"font-weight: 400;\">The tool generates a complete and detailed analysis report providing valuable information such as :<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Number of calls made<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Number of calls answered by prospects<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Number of missed calls<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Call duration\u00a0<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Number of appointments generated<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Etc.\u00a0<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d92b7e9 elementor-widget elementor-widget-image\" data-id=\"d92b7e9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"586\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2021\/11\/mobile-pro-teams-desktop-en@2x-1024x750.png\" class=\"attachment-large size-large wp-image-2868\" alt=\"Analyses statistiques\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2021\/11\/mobile-pro-teams-desktop-en@2x-1024x750.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2021\/11\/mobile-pro-teams-desktop-en@2x-300x220.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2021\/11\/mobile-pro-teams-desktop-en@2x-768x562.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2021\/11\/mobile-pro-teams-desktop-en@2x.png 1500w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ee2918b elementor-widget elementor-widget-text-editor\" data-id=\"ee2918b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>All this combined in a single interface to give you a global overview of your telephone prospecting. This makes it easier to analyze the performance of each member of your sales team.<\/p><p>This Onoff Business analysis data can also help you make decisions to improve your prospecting strategy and achieve better results.<\/p><p>What&#8217;s more, the tool features automatic recording of call data to make your sales force&#8217;s job easier.<\/p><p>\u00a0<\/p><h4><span style=\"font-weight: 400;\">Set up a follow-up plan for a better CRM.<\/span><\/h4><p><span style=\"font-weight: 400;\">Once you&#8217;ve assessed the effectiveness of your actions, our sales prospecting plan isn&#8217;t over just yet.<\/span><\/p><p><span style=\"font-weight: 400;\">The final step in the process is to put in place a follow-up plan for better customer relationship management.<\/span><\/p><p><span style=\"font-weight: 400;\">Even if you&#8217;ve attracted a new customer to the point of making a sale, it&#8217;s still a good idea to keep in touch.<\/span><\/p><p><span style=\"font-weight: 400;\">You could, for example, send them a personalized message to thank them and invite them to share their feedback on your product.<\/span><\/p><p><span style=\"font-weight: 400;\">You can then take advantage of this proximity to share your next promotional offers or news.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-acfbda4 elementor-widget elementor-widget-text-editor\" data-id=\"acfbda4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3><span style=\"font-weight: 400;\">Frequently asked questions<\/span><\/h3><h4><span style=\"font-weight: 400;\"><br \/>What is a sales prospecting plan ?<\/span><\/h4><p><span style=\"font-weight: 400;\">A sales prospecting plan is a set of successive actions to be taken by a sales team to generate new qualified leads.<br \/>\u00a0<\/span><\/p><h4><span style=\"font-weight: 400;\">Why draw up a sales prospecting plan ?<\/span><\/h4><p><span style=\"font-weight: 400;\">A prospecting plan serves to :<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Benefit from a checklist for organizing your prospecting activities<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Increase the productivity of your sales team by providing them with better working tools such as a checklist, a prospecting calendar, a sales script, etc.\u00a0<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Manage company resources effectively for an efficient prospecting campaign\u00a0<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Attract new prospects into your sales funnel.<\/span><\/li><\/ul><h4><span style=\"font-weight: 400;\">What are the different stages of an effective prospecting plan ? <\/span><\/h4><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Define your initial objectives<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Define a target audience for your prospecting campaign<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Propose a prospecting file<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Choose the form(s) of prospecting to use according to your budget<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Develop your prospecting script<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Distribute prospecting actions with your sales team<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Use automation to perform certain repetitive tasks<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Define a prospecting calendar<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Monitor the performance of your prospecting campaign<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Set up a follow-up plan for a better CRM.<\/span><\/li><\/ul><h4><span style=\"font-weight: 400;\">What are the different types of commercial prospecting ?<\/span><\/h4><p><span style=\"font-weight: 400;\">Commercial prospecting is a set of actions designed to identify and contact potential buyers, with the aim of converting them into customers. It&#8217;s a highly effective strategy that comes in many forms :<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Cold emailing<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Social selling<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">SEO referencing<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Telemarketing<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Advertising<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Physical meetings (seminars, symposia, trade fairs, etc.)<\/span><\/li><\/ul><h4><span style=\"font-weight: 400;\"><br \/>When should I review my sales prospecting strategy ?<\/span><\/h4><p><span style=\"font-weight: 400;\">Here are some signs that your sales prospecting plan should be reviewed :<\/span><\/p><h4><span style=\"font-weight: 400;\">\u00a0<\/span><\/h4><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">You reach a lot of prospects, but don&#8217;t generate enough customers<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Your salespeople&#8217;s work tools don&#8217;t really impact company revenues<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Your sales force spends more time entering data than prospecting for new customers<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">You don&#8217;t have a clear idea of your target audience<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Your sales force has difficulty convincing prospects to buy.<\/span><\/li><\/ul><h4><span style=\"font-weight: 400;\"><br \/>Why is sales prospecting important for a company ?<\/span><\/h4><p><span style=\"font-weight: 400;\">Salespeople who actively invest in prospecting manage to generate almost 3 times as many sales appointments as others.<\/span><\/p><p><span style=\"font-weight: 400;\">What&#8217;s more, 82% of buyers remain open to appointments when a salesperson contacts them first, and 71% like to listen to salespeople&#8217;s sales pitches at the start of the buying process.<\/span><\/p><h4><span style=\"font-weight: 400;\"><br \/>Conclusion\u00a0<br \/><\/span><\/h4><p><span style=\"font-weight: 400;\">Sales prospecting is an excellent way of attracting new prospects and converting them into loyal customers. But to really make the most of it, it&#8217;s important to develop a well-structured plan. Throughout this content, we&#8217;ve covered 10 important steps you can follow to build an effective prospecting plan and improve your sales.<\/span><\/p><p><span style=\"font-weight: 400;\">Overall, an effective prospecting plan starts with well-defined objectives and a profile of targeted potential customers.<\/span><\/p><p><span style=\"font-weight: 400;\">Then it&#8217;s a matter of choosing the most relevant prospecting channels according to your sector of activity, your target audience, your resources and the experience of your sales people.<\/span><\/p><p><span style=\"font-weight: 400;\">This involves proposing a sales script and a sales action plan spread out over a timetable, with deadlines that can be adjusted according to the difficulty of the objectives.<\/span><\/p><p><span style=\"font-weight: 400;\">Finally, as with any sales project, it&#8217;s important to be properly equipped to monitor the results achieved during your prospecting campaign, and to put in place a good follow-up plan to ensure a long-term relationship with your customers.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-419e2717 elementor-section-boxed elementor-section-height-default elementor-section-height-default wpr-particle-no wpr-jarallax-no wpr-parallax-no wpr-sticky-section-no wpr-column-slider-no wpr-equal-height-no\" data-id=\"419e2717\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2c4b173d\" data-id=\"2c4b173d\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5d8a4de elementor-widget elementor-widget-text-editor\" data-id=\"5d8a4de\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Recent articles :<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-529180cf premium-blog-align-left elementor-widget elementor-widget-premium-addon-blog\" data-id=\"529180cf\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;premium_blog_columns_number&quot;:&quot;33.33%&quot;,&quot;premium_blog_grid&quot;:&quot;yes&quot;,&quot;premium_blog_layout&quot;:&quot;even&quot;,&quot;premium_blog_columns_number_tablet&quot;:&quot;50%&quot;,&quot;premium_blog_columns_number_mobile&quot;:&quot;100%&quot;}\" data-widget_type=\"premium-addon-blog.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\n\t\t\t\t<div class=\"premium-blog-wrap  premium-blog-even\" data-page=\"6492\">\n\t\t\t\t\t<div class=\"premium-blog-post-outer-container\" data-total=\"10\">\r\n\t\t\t<div class=\"premium-blog-post-container premium-blog-skin-classic\">\r\n\t\t\t\t\t\t\t\t\t<div class=\"premium-blog-thumb-effect-wrapper\">\r\n\t\t\t\t\t\t<div class=\"premium-blog-thumbnail-container premium-blog-none-effect\">\r\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1749\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2026\/08\/Rectangle-589-scaled.png\" class=\"attachment-full size-full wp-image-9215\" alt=\"The PSTN switch off explained: what happens to the public switched telephone network\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2026\/08\/Rectangle-589-scaled.png 2560w, https:\/\/business.onoff.app\/wp-content\/uploads\/2026\/08\/Rectangle-589-300x205.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2026\/08\/Rectangle-589-1024x700.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2026\/08\/Rectangle-589-768x525.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2026\/08\/Rectangle-589-1536x1049.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2026\/08\/Rectangle-589-2048x1399.png 2048w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/>\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"premium-blog-thumbnail-overlay\">\r\n\t\t\t\t\t\t\t\t<a class=\"elementor-icon\" href=\"https:\/\/business.onoff.app\/en\/blog\/news\/pstn-switch-off\/\" target=\"_self\" aria-hidden=\"true\"><span>The PSTN switch off explained: what happens to the public switched telephone network<\/span><\/a>\r\n\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"premium-blog-content-wrapper \">\r\n\r\n\t\t\t\t\t<div class=\"premium-blog-inner-container\">\r\n\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<h2 class=\"premium-blog-entry-title\">\r\n\t\t\t<a href=\"https:\/\/business.onoff.app\/en\/blog\/news\/pstn-switch-off\/\" target=\"_self\">\r\n\t\t\t\tThe PSTN switch off explained: what happens to the public switched telephone network\t\t\t<\/a>\r\n\t\t<\/h2>\r\n\t\t\t\t<div class=\"premium-blog-entry-meta\">\r\n\t\t\t\r\n\t\t\t\t\t\t\t<span class=\"premium-blog-meta-separator\">\u2022<\/span>\r\n\t\t\t\t<div class=\"premium-blog-post-time premium-blog-meta-data\">\r\n\t\t\t\t\t<i class=\"fa fa-calendar-alt\" aria-hidden=\"true\"><\/i>\r\n\t\t\t\t\t<span>13 August 2026<\/span>\r\n\t\t\t\t<\/div>\r\n\t\t\t\r\n\t\t\t\r\n\t\t\t\t\t<\/div>\r\n\t\t\r\n\t\t\t\t\t<\/div>\r\n\r\n\t\t\t\t\t\t\t<div class=\"premium-blob-content-inner-wrapper\">\r\n\t\t<p class=\"premium-blog-post-content\">The UK's copper phone network closes on 31 January 2027, taking analogue lines, ISDN and FTTC with it. What the PSTN is, which dates actually bind, and what stops working.<\/p>\t\t <\/div>\r\n\t\t \r\n\t\t\t\t<\/div>\r\n\t\t\t<\/div>\r\n\t\t<\/div>\r\n\r\n\t\t\t\t<div class=\"premium-blog-post-outer-container\" data-total=\"10\">\r\n\t\t\t<div class=\"premium-blog-post-container premium-blog-skin-classic\">\r\n\t\t\t\t\t\t\t\t\t<div class=\"premium-blog-thumb-effect-wrapper\">\r\n\t\t\t\t\t\t<div class=\"premium-blog-thumbnail-container premium-blog-none-effect\">\r\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1456\" height=\"816\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2026\/08\/marketing_onoff_Ultra-realistic_close-up_lifestyle_photograph_63791f1b-d410-4602-8a7e-9471a833407b_0-1.webp\" class=\"attachment-full size-full wp-image-9029\" alt=\"How to Switch From Landline to VoIP Without Disrupting Your Business\" \/>\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"premium-blog-thumbnail-overlay\">\r\n\t\t\t\t\t\t\t\t<a class=\"elementor-icon\" href=\"https:\/\/business.onoff.app\/en\/blog\/news\/landline-to-voip\/\" target=\"_self\" aria-hidden=\"true\"><span>How to switch from landline to VoIP: a 7-step guide for UK businesses<\/span><\/a>\r\n\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"premium-blog-content-wrapper \">\r\n\r\n\t\t\t\t\t<div class=\"premium-blog-inner-container\">\r\n\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<h2 class=\"premium-blog-entry-title\">\r\n\t\t\t<a href=\"https:\/\/business.onoff.app\/en\/blog\/news\/landline-to-voip\/\" target=\"_self\">\r\n\t\t\t\tHow to switch from landline to VoIP: a 7-step guide for UK businesses\t\t\t<\/a>\r\n\t\t<\/h2>\r\n\t\t\t\t<div class=\"premium-blog-entry-meta\">\r\n\t\t\t\r\n\t\t\t\t\t\t\t<span class=\"premium-blog-meta-separator\">\u2022<\/span>\r\n\t\t\t\t<div class=\"premium-blog-post-time premium-blog-meta-data\">\r\n\t\t\t\t\t<i class=\"fa fa-calendar-alt\" aria-hidden=\"true\"><\/i>\r\n\t\t\t\t\t<span>11 August 2026<\/span>\r\n\t\t\t\t<\/div>\r\n\t\t\t\r\n\t\t\t\r\n\t\t\t\t\t<\/div>\r\n\t\t\r\n\t\t\t\t\t<\/div>\r\n\r\n\t\t\t\t\t\t\t<div class=\"premium-blob-content-inner-wrapper\">\r\n\t\t<p class=\"premium-blog-post-content\">The UK's PSTN closes on 31 January 2027, and 350,000 business premises are still on copper. Here's how to move from landline to VoIP in seven steps, keeping your numbers and avoiding downtime.<\/p>\t\t <\/div>\r\n\t\t \r\n\t\t\t\t<\/div>\r\n\t\t\t<\/div>\r\n\t\t<\/div>\r\n\r\n\t\t\t\t<div class=\"premium-blog-post-outer-container\" data-total=\"10\">\r\n\t\t\t<div class=\"premium-blog-post-container premium-blog-skin-classic\">\r\n\t\t\t\t\t\t\t\t\t<div class=\"premium-blog-thumb-effect-wrapper\">\r\n\t\t\t\t\t\t<div class=\"premium-blog-thumbnail-container premium-blog-none-effect\">\r\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1672\" height=\"941\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2021\/03\/ChatGPT-Image-Aug-11-2026-04_50_20-PM.webp\" class=\"attachment-full size-full wp-image-9131\" alt=\"Cold calling in 2026\" \/>\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"premium-blog-thumbnail-overlay\">\r\n\t\t\t\t\t\t\t\t<a class=\"elementor-icon\" href=\"https:\/\/business.onoff.app\/en\/blog\/technology-telecoms\/cold-calling-is-teleprospecting-is-outdated\/\" target=\"_self\" aria-hidden=\"true\"><span>Cold calling in 2026: does it still work, and how to do it well\u200b<\/span><\/a>\r\n\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"premium-blog-content-wrapper \">\r\n\r\n\t\t\t\t\t<div class=\"premium-blog-inner-container\">\r\n\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<h2 class=\"premium-blog-entry-title\">\r\n\t\t\t<a href=\"https:\/\/business.onoff.app\/en\/blog\/technology-telecoms\/cold-calling-is-teleprospecting-is-outdated\/\" target=\"_self\">\r\n\t\t\t\tCold calling in 2026: does it still work, and how to do it well\u200b\t\t\t<\/a>\r\n\t\t<\/h2>\r\n\t\t\t\t<div class=\"premium-blog-entry-meta\">\r\n\t\t\t\r\n\t\t\t\t\t\t\t<span class=\"premium-blog-meta-separator\">\u2022<\/span>\r\n\t\t\t\t<div class=\"premium-blog-post-time premium-blog-meta-data\">\r\n\t\t\t\t\t<i class=\"fa fa-calendar-alt\" aria-hidden=\"true\"><\/i>\r\n\t\t\t\t\t<span>3 August 2026<\/span>\r\n\t\t\t\t<\/div>\r\n\t\t\t\r\n\t\t\t\r\n\t\t\t\t\t<\/div>\r\n\t\t\r\n\t\t\t\t\t<\/div>\r\n\r\n\t\t\t\t\t\t\t<div class=\"premium-blob-content-inner-wrapper\">\r\n\t\t<p class=\"premium-blog-post-content\">What cold calling looks like in UK B2B now: building a list worth calling, structuring the call, the objections that recur, and what the rules require before you dial.<\/p>\t\t <\/div>\r\n\t\t \r\n\t\t\t\t<\/div>\r\n\t\t\t<\/div>\r\n\t\t<\/div>\r\n\r\n\t\t\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Sales prospecting is one of the most important phases in the sales process, but also one of the most difficult. To do this, you need to follow an effective sales prospecting plan.<\/p>\n<p>Statistically, almost half of all salespeople say that prospecting is the most difficult part of their job.<\/p>\n","protected":false},"author":13,"featured_media":4283,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_angie_page":false,"content-type":"","page_builder":"","footnotes":""},"categories":[82,8],"tags":[55,32],"class_list":["post-6492","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-case-studies","category-news","tag-optimisation-at-work","tag-optimisations-au-travail"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How do you draw up an effective sales prospecting plan?<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/business.onoff.app\/en\/blog\/news\/how-do-you-draw-up-an-effective-sales-prospecting-plan\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How do you draw up an effective sales prospecting plan?\" \/>\n<meta property=\"og:description\" content=\"Sales prospecting is one of the most important phases in the sales process, but also one of the most difficult. 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