Category Archives: Sales Prospecting

July 19th, 2013

Lead Follow Up Strategy Do’s and Don’ts

lead-nurturing

Lead nurturing and lead follow up are crucial steps in content marketing – from strategy to process to the overall program.

Organizations are spending significant dollars to develop content with the hopes of building awareness, strengthening thought leadership, and driving leads. Here are some critical do’s and don’ts for becoming more efficient and effective in your lead nurturing and follow-up strategy. And, who knows, you may even better align marketing and sales along the way.

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June 21st, 2013

Zen and the Art of Prospecting: Working with the Obstacles in Your Path

Zen and the Art of Prospecting

Zen and the Art of Prospecting: Working with the Obstacles in Your Path

This article was adapted from a post by Leo Babauta on his website www.zenhabits.net

Selling and prospecting in this day and age is a tough job and it is easy for people who sell to get anxious, discouraged and give up. Let’s say you are prospecting and sitting at your desk with a new prospect identified to call, and you notice some anxiety, and an urge to go instead to one of your favorite distractions.

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April 22nd, 2013

Leveraging Trigger Events to Take the Pain out of Prospecting

trigger-events-for-prospecting

Leveraging Trigger Events to Take the Pain out of Prospecting

In a recent post, I talked about ways to find ideal prospects. Once you’ve identified the profile of your likely buyers, you could start cold calling them to gauge interest and get them on your mailing lists, but that takes time and promises little yield. A more effective approach is to know situations or circumstances that precipitate buying among your current clients and then target ideal prospects in similar straits.

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April 19th, 2013

A Simple Guide for Defining Your Ideal Prospects and Leveraging LinkedIn to Find More

Ideal-prospect

A Simple Guide for Defining Your Ideal Prospects and Leveraging LinkedIn to Find More

Growing your pool of potential customers begins with defining the profile of your ideal prospect. This activity should be done collaboratively between sales and marketing. Start by looking back at opportunities that you won over the past two or three years and recreate the path or circumstances that led a prospect from contact to lead to opportunity. Drill down to determine the types of individuals and organizations, as well as the situations or issues they faced that motivated them to talk to you.

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April 4th, 2013

Improving Executive Prospecting Effectiveness by Understanding Executive Prospect Behavior

Sales Prospecting

Improving Executive Prospecting Effectiveness by Understanding Executive Prospect Behavior

We all know that traditional prospecting today is very difficult. How many professionals do you know have the time and interest to willingly pick up the phone and engage in an unsolicited conversation? What executive cheerily works their way through their inbox responding thoughtfully to every e-mail? Sure, people pick up the phone and reply to e-mails, but there’s a triage method to when and how they respond.

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November 7th, 2012

Too Many Dials and too few Dollars? Read these 11 Best Practices for Selling by Phone and Lead Response

Too many dials and too few dollars? Read these 11 best practices for selling by phone and lead response management!

A while back I had the opportunity to attend a talk given by Michael Damphousse, CEO/CMO of Green Leads. Green Leads is a lead generation, lead qualification, and appointment setting service. He has 110 reps on the phones, and he shared a lot of great insights into what makes them more effective. He referenced a study done by MIT into lead response management: http://goo.gl/s3dzT.

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August 29th, 2012

8 Easy & Effective Online Marketing Activities for Sales Pros

Online Marketing

The Internet has forever changed the way companies interact with prospects and customers. And as Web technologies evolve, so do these interactions. Just think about what you do when faced with a buying decision. You go online to check features, prices, various vendors, and product reviews. It doesn’t matter whether you’re considering the purchase of something for the home — a TV, lawn mower, car — or for business.

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