Every prospecting call has four possible wins: close a deal, book a meeting, gather intel on the account or industry, or build your personal brand. Treat each touchpoint as one of these four outcomes.
The first priority of prospecting is to get a deal. The second priority is to schedule an appointment or uncover a qualified opportunity with the person on the phone. The third is to get intel, right? To understand market information that will help you progress your opportunity with that account or that individual. And finally, it's to build familiarity. Every time you interact with somebody, you're actually marketing yourself and your brand. Think about that the next time you speak to somebody on the phone, or you send an email, or you follow up with a person you're trying to get with.
