Tag Archives: sales

sales-prospecting

5 Ways to Improve Your Sales Prospecting

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Sales prospecting is not easy. Just ask any sales rep, and they’ll tell you how many times they had to call or email a prospect to reach them. And of course simply reaching them via email or phone doesn’t guarantee a sale. So, how can you improve your sales prospecting efforts to ensure you reach your contact on the first attempt? Continue reading

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Right Message for the Right Target: The Equation for Sales Prospecting Success

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The following blog post was written by Peter Mollins, Vice President of Marketing at KnowledgeTree

Sales Prospecting has grown steadily more important for B2B companies. In fact, a study by InsideSales.com and the Kellogg School of Management showed that having a specialized prospecting team increased close ratios from 10% to 17%.

So it’s critical that sales leaders look to implement best practices to support sales prospecting activities. That’s why ZoomInfo and KnowledgeTree teamed up on a webinar called “Supercharge Your Sales Prospecting,” which looked at approaches you can take now to increase sales prospecting effectiveness.

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sales-tips

Sales Tips: 5 Things You Should Never Say to Prospects [infographic]

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Sales reps are tasked with establishing relationships with prospects and proving the worth of their product or solution to eventually close the deal. The job of a sales rep requires a lot of communication through phone calls, emails, and demos. Regardless of how long you’ve been working in sales, you can still accidentally say the wrong thing, which can cause a big problem.

In today’s world, prospects expect sales reps to know about their background and company starting from the first conversation. As a sales rep, you should never start a conversation mispronouncing a prospect’s name or send an email spelling it wrong. Asking what their company does is also a huge no-no. Before you pick up the phone or hit send on an email, do your research. You need to know who these people are, what they do, if they’re a decision maker, and as much information about their company that you can gather. Knowing specifics about your prospects allows you to further target your message and sales pitch to their exact needs.

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