How coffee affects prospecting
by Erika Cannon erika.cannon@rallyprospecting.com For many of us, coffee is life. A cup starts our day, perks us up in the middle of the day, and sometimes unwinds us after…
7 tasks for successful prospecting
by Erika Cannon erika.cannon@rallyprosepcting.com There’s no magic bullet that will produce new customers for you overnight. But if you persistently and consistently work at an integrated approach to prospecting, your…
3 reasons you should be email marketing
What? You don’t have an email marketing campaign yet? Here are 3 reasons you should. It’s direct. Email is delivered to a mailbox, but not the old fashioned kind. It’s…
Who qualifies a lead?
A lead qualification survey conducted this spring by MarketingSherpa clearly articulates the disconnect between sales and marketing: that each defines “qualified lead” completely differently. For example, 80% of respondents indicated…
Cat and mouse and demand generation
The Internet has provided both prospect and prospector with advantages in the sales process: as the prospector, you can now dutifully research your prospects and target with pinpoint accuracy those…
Ripening prospects
I enjoy a mango. But as I am not an inhabitant of South Florida - where they literally grow on trees – I do not always know when they are…
Suspect vs. Prospect
There are two types of people in the universe of lead generation: Suspects and Prospects. Some people don’t know the difference between the two – and it’s an important difference…
Practice what you preach
During a networking group discussion about best business practices, a panelist mentioned listening to your prospect first as a technique that will help you make an on-target pitch for their…
Your prospect’s favorite topic
I was talking with a prospect last year who asked me what Rally does. We do a couple of things, and I assumed I knew which platform he wanted to…
3 daily activities for healthy prospecting
Prospecting takes practice. Daily practice. Just like practitioners of yoga, piano, medicine and law “practice” every day to improve their basic skills and perfect their technique, prospecting is an activity…