Prospecting
Posted by Beth Avery at 11:10 AM on 03/09
We recently discovered
Whoozy, "The People Search Engine." This site is extremely useful for prospecting because it aggregates data from all social networking, search engine, photo/video sites and puts it in an easy-to-use interface.
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Posted by Beth Avery at 06:35 PM on 11/12
Do you have a
Hoover's subscription? Hoover's is just one tool that you can use gather detailed business reports and profiles of accounts and prospects that you are targeting. Hoovers is also a great way to build targeted and specific account lists to prospect.
Hoover's has recently partnered with the
Jigsaw business directory and
LinkedIn to help you find more of what you need in one place. Are you making use of these additional tools?
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Posted by Beth Avery at 03:54 PM on 10/21
When sending emails to new prospects, are you getting a decent response rate?
Is your email standing out among the hundreds of spam and vendor emails your prospects are receiving daily?
There are a few things you can do to help ensure that your email is opened, read, and not marked as spam.
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Posted by Beth Avery at 02:04 PM on 08/14
Reaching a prospect on the phone can be tough. Depending on the size of the company and level of seniority, it can be even tougher.
So how do you reach your prospect?
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Posted by Beth Avery at 01:31 PM on 07/01
Have you ever had a difficult time getting someone to listen to your message on the phone?
There are so many tips, tricks, and tactics to make your message more interesting with the hopes that your prospect will tune in, but we often overlook them. One tactic in particular is telling a story; it allows us that additional time to capture the prospect's attention.
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Posted by Beth Avery at 01:38 AM on 06/18
Inside sales teams face difficulty connecting with their prospects. Their prospects are sometimes difficult to reach, and finally reached on the phone, they usually have very little time to speak.
Countless voicemails and e-mail messages can either can either come across as professionally persistent or nagging. Herein lays the million dollar question: How do appear professionally persistent instead of overbearing?
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Posted by Beth Avery at 02:15 PM on 06/05
LinkedIn can be an incredibly valuable prospecting tool.
What you probably don’t know are the many advanced ways of using LinkedIn to enhance your prospecting search.
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Posted by Beth Avery at 02:39 PM on 05/08
One of the best ways to maximize your chances of getting your prospect on the phone is by taking advantage of call windows.
Call windows are defined as any time during the day when the odds of your prospect picking up the phone are increased.
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Posted by Beth Avery at 03:12 PM on 03/31
What is the purpose of your call with a prospect?
Is it to sell your product or services?
Many salespeople make the mistake of trying to sell their product or services once they get the prospect on the phone.
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Posted by Beth Avery at 03:46 PM on 02/23
We are constantly looking for new and creative ways to cut through the vendor static and reach our prospects.
Two of our top associates (Ted Martin and Tony Jules) recently developed the
BlackBerry Mail Merge and scheduled 15 meetings over the course of two days.
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Posted by Beth Avery at 03:51 PM on 02/20
Handling the following situation is one of the things that separate great salespeople from average salespeople
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Posted by Beth Avery at 03:56 PM on 02/17
In a down economy, many salespeople are losing sleep and seeing their hair turn gray at the prospect of not being able to hit their quotas as easily as they used to.
It would be great if there was a “silver bullet” solution that would enable salespeople to maintain their traditional closing rates. However, this era of new-spending freezes and long-term clients failing to renew means that even the most seasoned salespeople are going to see their conversion rate fall.
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Posted by Beth Avery at 04:01 PM on 02/02
My hard work has finally paid off! Three months, seven voicemails, four emails and countless phone stalking attempts with no results, what finally worked in the end was a little guilt.
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