EP187: Prospecting Costs - Dollars Spent, Dollars Missed

<p>The game isn't won with the buzzer shot. The game is won by endless hours of preparing for the buzzer shot. Chris and Susan dive deep into the often-overlooked topic of prospecting costs and return on investment (ROI). Chris's passion for the subject shines through as he challenges conventional thinking and emphasizes the importance of time as the ultimate business denominator. He reveals that traditional efficiency metrics like conversion rates and ratios have little to do with business success. Instead, he argues that prospecting is about maximizing the value of every hour and building a robust pipeline. Chris expertly breaks down prospecting ROI, highlighting the investment in time and the need to attribute pipeline growth back to conversations.</p> <p>Throughout the episode, they share pro tips and emphasize the need for a strategic and holistic approach to prospecting beyond research and follow-ups. This engaging discussion is a must-listen for sales professionals looking to unlock the true potential of prospecting and boost their ROI. Join Chris and Susan for this episode, "Prospecting Costs and ROI: Dollars Spent, Dollars Missed."</p> <p>Links from this episode:</p> <p><a href='https://www.linkedin.com/in/susanmfinch/'>Susan Finch on LinkedIn</a> <a href='https://www.linkedin.com/in/chris-beall-7859a4/'>Chris Beall on LinkedIn</a></p> <p><a href='https://funnelmediagroupllc.com'>Funnel Media Group</a> <a href='https://connectandsell.com/'>ConnectAndSell</a></p> <p> </p> <p>Full episode transcript below:</p> <p>----more----</p> <p>Susan Finch (00:06):</p> <p>Welcome to another session with the Market Dominance Guys, a program exploring all the high stakes, speed bumps and off-ramps of driving to the top of your market with our host Chris Beal from Connect and Sell, and Cory Frank from Branch 49. Hey everybody, Susan Finch here. I am sitting in for Corey Frank on Market Dominance. Guys, I'm with Chris Beal and he tossed out some topics that we are going to be tackling one by one. And the first one we will