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Sales prospecting made easier

Sales 2.0

This post describes a framework that I have found over the last two decades can really change the math on prospecting. Humans, aka your prospects, don’t care about?your?problems Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Your prospect decides to do?

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Where can I get the best prospect list?

Sales 2.0

Some sales people in my firm were discussing where they could get the best prospect lists. I jumped in to try and be helpful and told them I already had an Insideview account that they could use. They took me up on that offer and so far seem contented with Insideview. Prospecting Sales 2.0 It all depends.

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Prospecting bread and butter

Sales 2.0

In order to contact prospects you need to have their contact information. This is the first post in the more practical area of actually doing this prospecting thing. During the posts about preparation I told you about getting your prospect profile together. Today’s post is not about rocket science. Social calling helps.

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3 Ways to Research Prospects Online to Grow Sales

Score More Sales

courtesy of InsideView. A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. HELPFUL: Download InsideView’s Twitter for Social Selling Guide here.

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Pull the trigger

Sales 2.0

In this post, I want to tell you about something that boosts prospecting results: trigger events. A “trigger event” is when something changes in your prospect’s world. Change is good for you when you’re selling as when something changes in your prospect’s world, it often creates a need. public) and those that are not.

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Dust off some CRM records

Sales 2.0

This post is about an interesting place you can look for “suspects” when you are prospecting. The first place they go for a “suspect”/”lead” list is Linkedin or another third-party list (InsideView, Zoominfo etc. Caveat: Check that the company fits with your ideal prospect profile before you invest too much time in them.

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Pull the trigger

Sales 2.0

In my last post I shone a light on the fact that to prospect you need to have a good prospect list. In this post, I want to tell you about something that boosts prospecting results: trigger events. A “trigger event” is when something changes in your prospect’s world. public) and those that are not.