John and Mark provide an in-depth look at effective prospecting targets, tools, and techniques for doer-sellers in professional services firms—a critical part of the lead generation toolkit. Here are the key points covered in this conversation:Prospecting involves proactive outreach to uncover new opportunities and lies on the sales side of marketing.Mark uses an iceberg analogy to explain market segments: actively buying,  passively buying, and satisfied with their status quo.Prospecting objectives are to schedule follow-ups, gather information, or increase familiarity.Prospecting outcomes include determining fit, wrong timing, or qualifying an opportunity.Mark walks through an example 14-day sequence for busy doer-sellersShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

Ver todos los episodios