Evaluating Your Prospecting Methods

Does your prospecting process need evaluating?  Maybe the question I should be asking is, “Do you even have a prospecting process?”
And an even deeper question I want you to get to is, “Why should I even believe what I’m doing is effective?”   I get asked a lot of sales questions each week, but the issue of prospecting accounts for at least 50% of the questions I get.
Last week I did a webinar on this issue of rebuilding your prospecting process.  I had so many people ask to see it that I went ahead and moved it over to YouTube to make it easy to view.  Yes, the video is 45 minutes in length, but it’s worth watching. Here it is:
 
 
Below are 5 questions I want you to ask yourself:
What is the % of new business I get by prospecting vs. referral?
What is the % of business I received in