Inside Sales Tips Blog

Digging for Precious Metals - Creating a Sales Prospecting Plan

By: Michael Layton

What is prospecting? The term dates back at least to the days of the Wild West, where tools such as picks, shovels, and pans were used to search for precious metals. In an inside sales setting, the meaning is similar: digging up that golden direct line or other contact to schedule a meeting.

When creating a prospecting plan, it is important to keep your numbers consistently strong. After having a killer month, you still have to keep the top of the funnel filled and moving to prevent a blank calendar.

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Using “The People Search Engine” as a Prospecting Tool

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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Are you Making the Best use of your Prospecting Tools?

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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Are Your Prospects Reading Your Emails?

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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Phone Stalking

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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Telling a Story to Your Prospect

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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Voicemails and Emails - Better Together or Separate?

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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