The other day I received a prospecting email that really impressed me.
The seller, Josh Mellott from Manticore Technology, was putting me through a well-executed prospecting process – combining voice and email touches.
I, like most prospects, was ignoring him. Until he sent me this note:
Topics: sales tips, inside sales tips
Yesterday I was extremely lucky to see Steve Richard, Vorsight’s Head Sales Prospecting Trainer, present at the Boston Chapter of the AA-ISP. The topic, "I can't get anyone on the phone" certainly had everyone's attention.
Steve led off with this question:
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He then shared the following metric from the folks at ConnectAndSell: 22
Based on millions of calls across all industries, and into small, medium & large businesses, the system-wide Connect Rate so far for 2010 is 4.5%. Or 22 dials for 1 connect with the person you are trying to reach.
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Steve laid out a series of factors that are contributing to 21 of 22 dials resulting in non-connects. Here are 3 points that really stood out for me:
Topics: sales tips, lead generation
Being such a fan of twitter (@bridgegroupinc), I thought it would be interesting to ask some fellow “twiteratti” to contribute sales productivity tips. But, of course they had to do so in 140 characters - or just about 10 seconds - or less! It was a fun and interesting exercise.
Topics: sales tips, inside sales strategy
Here are three realities in the B2B Sales profession:
Topics: sales tips