Problem
1) You are a salesperson for a restaurant supply company. You've mainly been servicing a wide range of small independent establishments. One of the objectives for the next 2 years is to increase your revenues, hence add new customers. Recently, it has been announced that there will, within a year, the opening of a brand new, 350 seat upmarket restaurant in the city. Which of the prospecting methods would be most effective? Why? How?
2) You've worked with a very happy customer (Cutting edge Canadian based lithium batteries manufacturer) for more than 5 years. The company has a great reputation in the North American market. How else can you benefit from this B2B relationship? What would you do in this scenario? Which of the prospecting methods would you use and how?