Is a Qualified Lead the Same as a Qualified Prospect?
Is a Qualified Lead the Same as a Qualified Prospect? Assuming a qualified lead is the same as a qualified prospect is one of the many aspects that cause sales reps to have a sales pipeline fail to reach its projected forecast. In this blog post, I will quickly break down the difference between a […]
How to Use LinkedIn Sales Navigator for Salesforce’s to Make Better Cold Calls
How to Use LinkedIn Sales Navigator In Salesforce Here’s why your B2B sales team should have the LinkedIn sales navigator for Salesforce: According to HubSpot: “Lead databases naturally degrade by about 22.5% every year.” When a salesperson cold calls a lead and hears “that person hasn’t worked here in two years”, their already difficult […]
Cold Email Response Template
Cold Email Response Template “How do I respond when a prospect that matches our ideal customer profile responds to my cold email that they aren’t interested?” Sending cold emails is part of today’s inside sales environment. IMHO, most do it wrong, and even I have looked back at an email or two that I’ve sent […]
Social Selling Isn’t Working For Me. Why?
“I’ve tried social selling to make sales, but I’m getting worse results than cold calling… What am I doing wrong?” Well, for starters, when you say, “social selling isn’t working” for you, how do you mean, exactly? What were you hoping “social selling” would do for you? What I find most inside sales reps doing […]
Pre Sales Call Planning: How Much is Too Much?
Pre Sales Call Planning: How Much is Too Much? “I have several inside sales reps on my team that are NOT making quota. Their output (dials) is consistently low – but they say they are doing “smart calling” and researching their prospects first. My question is this: how much do you really need to know […]
Three Easy Ways to Get Your Prospect’s Email Address
“In your voicemail strategies webinar, you mentioned we should follow-up our VM with an email. What’s the best way to obtain the prospect’s email address to supplement the voice message we leave?” The best way to get your prospect’s email address is by having a high interest (WHAT’S IN IT FOR THEM) webinar that attracts […]
SALES PODCASTS: Michael Pedone SalesBuzz Prospecting Video
Michael Pedone of SalesBuzz answers Prospecting Questions on the Real Sales Talk Podcast The CEO of SalesBuzz, Michael Pedone, is on for this episode talking about prospecting qualifying questions. It’s clear that Michael is a polished teacher, as he provides specific phrasing and wording suggestions for how to get the right outcomes. Take a listen […]
Cold Email Template Winner
“I need help creating a cold email template that will work. What do you recommend?” Well for starters, I recommend using valuable content delivered via email and social media marketing channels to generate warm leads rather than having sales reps send massive amounts of cold emails to prospects that are already getting bombarded with cold emails. With […]
Prospecting – The Achilles Heel of Inside Sales
“I’m responsible for prospecting my leads, and the results I want aren’t there… Any advice?” I’ve found that the salespeople who struggle the most to make quota have two things in common: They are using a flawed sales process (and in most cases don’t even know it) They call on low % prospects — a lot. This […]
LinkedIn Prospecting Strategy
LinkedIn Prospecting Strategy “What’s the Best Way to Reach Prospective Customers Via LinkedIn?” Think again if you expect to make a LinkedIn connection and then make a sale. Just because someone accepts your LinkedIn request doesn’t mean they’ve opened the door for you to do a presentation. You need a little more “courting” before you […]