It’s hard to sum up 20 years of industry experience in one article, but we are going to try. We are so excited to celebrate 20 years of providing B2B Appointment Setting & Lead Generation services, as well as Integrated Marketing solutions! Over the years, we’ve gained extensive sales knowledge that helps us provide continued value to our clients. After brainstorming as a team, here’s a summary of what we learned, particularly as it relates to the prospecting bucket of the sales process:
1. Maintain a Clean CRM.
Without a well-designed and well-utilized CRM, there is no way to organize a productive day. If you don’t know who your prospects are, how do you expect to nurture them and build brand recognition with them? If you don’t have a CRM, work on getting one, and use Excel for the time being.
2. Take Great Notes on All Prospect Conversations.
You may have a great memory, but why would you crowd your brain up with information from hundreds of conversations or rely on it, for that matter? Reflect on the interaction and enter all relevant information they relayed to you. Before your next call or email, revisit your notes to be precise and show you were listening.
3. Quality Prospect Lists Yield Better Results.
While purchasing a third-party list might be appealing cost-wise and a time-saver, the data will be outdated and require hours of thorough qualification work to update. Be prepared to Invest in a quality list – the growth of your business relies on it. Whether your team organically builds it in-house, purchase a list or have it vetted by a skilled call team like MarketReach, better data yields better results. (more…)