Prospecting & Lead Generation
Page 2 of 3
5 Tips to Reconnect With Unresponsive Sales Prospects
Getting dumped feels awful. And salespeople deal with this feeling more than most. When a lead stops responding, it can feel like your whole world stops. You’ve been nurturing this sales relationship for months, and now it’s over. Or is it? If a sales lead stops communicating with you, they doesn’t mean they “broke up” […]
7 Conversations You Should Never Have With a Prospect via Email
Email is easy. But easy isn’t always best. People try to send emails instead of having conversations all the time. Sometimes it works. But in these seven situations, it just doesn’t. Even if you’re tempted, don’t have these conversations via email. It’s time to pick up the phone. 1. Anything that starts with “Just” I […]
How to Quickly Get Over Sales Rejection and Get Back to Prospecting
No one enjoys rejection. When people don’t want what you’re selling, it can feel personal — as if they don’t like you, even though it’s about the product. Rejection happens. There’s no use pretending it doesn’t. If you’re in sales, you’ve been rejected and you will be again. But once you learn how to get […]
How Much Time Should You Spend Prospecting Sales?
My first sales job was prospecting… exclusively. All day, every day I looked for new clients. Maybe this sounds miserable to some of you, but it gave me an advantage in the long run. Where most people have a lot of different jobs competing for their time, prospecting sales was my only focus. I came […]
How to Prospect Smarter and Bring in More Sales Leads
The key to smart sales prospecting can be summed up in two easy steps. Do it. Follow up. And get both down to a science. But don’t worry — we won’t leave you to figure out the details on your own. With these three techniques for how to prospect smarter, you’ll see just how many […]
Why Questions Matter When Qualifying Your Sales Leads
In the early ’80s, there was a saleswoman who was awesome at selling mainframes. But really, she just walked into businesses and asked questions. Then she took their responses back to the engineers, they told her what the client needed, she told the customer, and they’d buy. Obviously, the company loved her, so they sent […]
A Sales Lead Management Process You Can Count On
Want a more profitable business? (Dumb question. Of course you do.) Whether you’ve been around for a while or are just starting up, every smart business owner wants to increase their sales. So what’s your lead tracking process? Too often, a quality system for tracking leads falls through the cracks — and so do potential […]
The Salesperson’s Guide to Using Texting for Sales Prospecting
Before you send a single text Business texting is regulated. Before you text a prospect, make sure you have their prior express written consent to receive texts from you, that they are not on a do-not-contact list, and that every message gives them an obvious way to opt out — replying STOP is the standard. […]
Salespeople: Avoid These Costly Social Networking Mistakes
Staying off social media all day is tough. Checking your news feed is a habit that’s hard to kick. But we all know it impairs work productivity, so when we jump online to check in or check up on what’s going on in the social media world, we tell ourselves, “It’s for work.” Social media […]
What to Look for When Researching Prospects
We’re always talking about tools to use for research, but how should you go about actual research? Knowing what information to look for is as important as knowing where to find it. With these ways of qualifying prospects, you’ll gain an edge when you make the pitch. Find Relationships As you look through LinkedIn or […]