How to Become Your Prospect’s Vendor of Choice
“With prospects having so many choices and easy access to information, how do you become the vendor of choice when they are ready to buy?” Here’s a simple three-step plan to help earn your prospects business while leaving your competitors in the dust. Step 1: Know Whom Your Targeted Audience Is Anytime I ask a […]
Do Sales Reps Spend Too Much Time Researching Prospects?
“How much time should my sales reps spend researching prospects? I feel they are taking way too long and should just pick up the phone and dial. Do you have an answer for this?” SalesBuzz Answer: By Michael Pedone Sales reps are in a tough spot in today’s world because everywhere they look, there’s an […]
Are You Making Too Many Contact Attempts?
“How many attempts should I make to connect with a prospect before moving on?” I’ve read statistics that says it takes 6, 12 even 18 attempts to reach a prospect. But here’s the thing, I don’t use one rule across all lead types. I believe it is best to analyze the lead to determine how […]
How Many Times to Call a Lead
How Many Times to Call a Lead “How many times should SDRs attempt to contact a lead before moving on?” Before you put a system in place for your inside sales reps to follow regarding how many times to call a lead, you may want to consider that the lead temperature will factor in how […]
How to Prospect with LinkedIn
How to Prospect with LinkedIn “How do you use LinkedIn for prospecting?” I learned a long time ago that if you have to be the HUNTER, the QUALIFIER & the CLOSER, you would be best served to do your HUNTING during non-calling hours. If you are prospecting (hunting) during the day, using LinkedIn (or any […]
#1 Cold Email Prospecting Template Mistake to Avoid
#1 Cold Email Prospecting Template Mistake to Avoid “I’m sending out cold emails and using the NAME DROP template however I’m getting below-average response rates. What should I do?” OK well for those who do not know what the “cold email NAME DROP template” is, it’s when an SDR (Sales Development Rep) identifies a potential […]
3 Ways to Build Your Prospecting List with LinkedIn
“What are some different ways to build my prospect list? I find the method I’m using right now makes it hard for me to hit my daily call numbers.” Effective B2B sales prospecting should be “top of mind” for every person who makes a living at selling. I dare say its priority #1 Sure, you […]
Inside Sales Email Strategy: Drip Marketing
Inside Sales Email Strategy “Should Inside Sales Reps Use Drip Email Marketing Campaigns?” Yes. An inside sales email strategy can be very effective. But they need to be handled correctly. The last thing any business owner wants is for each individual sales rep in their company to send out mass email messages. So I would […]