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PowerProspecting Curriculum
Business Need
More lead generation, prospecting and new business development
| New Business Generation
Symptoms |
Account Penetration
Symptoms |
- Low % of overall revenue from new accounts
- Reps' attention focused on existing accounts, avoiding
lead generation and prospecting
activities
- Reps complain they don't have enough leads
- Reps can't move past a first call or meeting
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- Small % of total share of opportunity in existing accounts
- Lack relationships in key departments and executive
levels
- New offerings not being sold consistently into existing
accounts
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prospecting 
