Tips & Trends
Why is it important to pique your prospect's curiosity? The answer is simple. It creates an opening for you to establish a relationship at the same time it positions you as an invaluable resource.
So how do you do it? Here are a couple ways:
LinkedIn can be a useful way to collect contacts. But when it takes you from who you already know to who you want – or better still, who youneed– to know, that's when prospecting heats up. LinkedIn Groups can reveal all sorts of information about your prospects, if you know how to look.
How many times have you heard that excuse when you call a prospect? A lot, if you're like most of the sales reps who responded to our recent ZoomInsights survey. Some respondents think it's annoying but others are amused. "Who picks up a call in the middle of a meeting?" one wrote.