Long-game Prospecting

Assuming you have the time to “actually” ramp up, I wanted to talk about the importance of what I refer to as, “long-game prospecting”

We’ve all heard of BANT (Budget, Authority, Needs, Timeline) for qualifying prospects but when you break it down there is truly only ONE of those things that remains ‘relatively’ constant and that is Authority. 

Budgets come and go, as do needs and timeline. Therefore, if you create a relationship with someone who has the Authority you should stay in ‘regular’ contact with that person for years, yes years if necessary, because at some point in time they are going to get a budget for something that they need and have a timeline for and guess who will be top of mind when they do?

This will also make you stand out to them as a salesperson that’s “actually” in it for more than just commission, and this will also lead to direct referrals to others with Authority, and a direct referral from one client to another is the holy-fucking-grail of account-based selling. 

This is the essence of long-game prospecting. Do it.