Prospecting can fix common problems with marketing automation
Companies have been experimenting with marketing automation for a few years now because indications are that email is a better way to reach your ideal new business customers. Just watch…
Prospecting is easier when you measure electronic engagement
Most sales teams prospect too much or too little, because they don’t have direct feedback to tell them otherwise. You’re cold-calling and leaving voicemails, but no one returns them. You’re…
You didn’t ask to sell, but you’re more than capable
What’s the single most difficult aspect you’ve experienced when trying to sell? Was it the time you spent finding and verifying the right people to reach out to? Was it…
Don’t raise the ante when prospects are silent
There’s an interesting misconception in the world of lead generation: the idea that when you don’t initially hear something back from your prospects, you’re “losing.” The best comparison I can…
Lead gen isn’t about being top dog
New business won’t last long if it’s one-sided. Both companies must benefit from any partnership for it to be worthwhile. Don’t focus on being top dog—focus on establishing an effective…
How to get Better at Prospecting for New Business
Some of us are better at prospecting for new business than others. If you feel like you’re not getting enough conversations with potential prospects, you probably need a different approach.…
New business resolutions (you can actually achieve)
There’s a lot of expectation that builds around the new year. Visiting family and friends. Going to a big New Year’s Eve party. Catching up on the latest Star Wars…
Prospecting isn’t luck. It’s about feeding the fire.
Despite the occasional abnormal weather, most of us are settling into colder temps and the excuse to enjoy time by the fire. But a good-sized one isn’t something that happens…
Do your emails look fake?
Depending on how you like to celebrate the holidays, a Christmas tree may be in your future. But not all of those you’ll see lighting up living rooms are real—in…
Recognize the symptoms of unhealthy prospecting
Email prospecting can be your most effective means of engaging in B2B conversations, but even it exhibits symptoms to alert you when your process is getting a little unhealthy. Your…