Content The first step in the sales cycle is prospecting. Success in sales is a game of numbers! More at bats will lead to more hits. This exercise is designed to improve ability to think analytically about a process-oriented, data-driven approach to increasing sales success. For purposes of this case, you are a sales professional with a goal of $300,000 in revenue per year. Your average revenue on a single deal is $15,000. Your close ratio is 30%. Craft a prospecting strategy. If possible, make this a strategy that fits into your current or desired role. Key items that should be covered: 1) Who are your prospects? 2) Practically, how do you increase exposure to your desired clientele? 3) How many introductions will you need per week to achieve your goal? Remember your average deal size and close ratio. 4) How will you continually remain visible to your prospects following introduction? Rule of 7: it requires an average of 7 touches to make an impact 5) What is the primary source of your new business opportunities? Referrals from current clients? Personal network? Cold outreach? Your audience will impact how you craft the rest of your plan. 5)What local networking