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5 Sales Prospecting Tips You Can Start Using Today
April 23, 2018
Building relationships is at the heart of sales prospecting.
After all, it’s the process of reaching out and connecting with potential customers–tapping the opportunity to convert them into clients. No, it’s not just a numbers game. Carefully knowing your prospects and talking to them based on their interests are keys to successful prospecting.
Sales Development: It’s a process
Prospectors are often called sales development representatives or SDRs. The keyword here is development. Sales prospectors nurture and deepen relationships with prospects until they are ripe for lead qualification. Your job as a prospector involves engagement that exceeds a one-and-done approach.
It’s certainly a lot of pressure since the funnel doesn’t move along unless you clear prospects, but there are ways to be more efficient and effective in prospecting.
There are a lot of tips out there, but we figured you need something you can do right now–today.
1. Research your prospects
We don’t mean filling out basic information on your target sheet. We mean research.
One by one, dig through their professional histories, recent business partnerships, company’s business decisions, investment & funding information, among a trove of other details. These are need-to-know information and shouldn’t be relegated as results of a one-off investigation while you were in the zone.... [read full story here]