And now, we have a third option, Intraprospecting. In my new book, Mastering the Upsell I describe a variety of strategies for selling more to existing clients. That said, upselling to existing clients is NOT the same as actively prospecting (i.e. searching, defining, uncovering for new business opportunities) within (intra) a company.
Intraprospecting is MORE than just rooting around an existing client’s company for more business to sell more of your products (services) to increase wallet share. It also encompasses the act of:
The act of intraprospecting is being able to create something (an opportunity) out of nothing. This new activity will require that a salesperson:
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