The Guide to Effective Sales Prospecting
The Guide to Effective Sales Prospecting The Guide to Effective Sales Prospecting Despite the rise of inbound marketing, sales prospecting is still a key skill to be successful in sales. The activity of searching for potential customers in order to nurture a relationship with can be time consuming, so it’s important to get it right. To many sales people, the thought of picking up the phone or sending a cold email can be daunting especially if they work for a company whose brand name might not have instant recognition. 50% of sales time is wasted on unproductive prospecting. [Source: The B2B Lead] So, here are some tips to help sales prospecting for business success: Build a Social Presence that overcomes any lack of name recognition. Building social credibility and influence can remove one of the bigger obstacles for smaller and more specialized companies. As Confucius stated “Worry not that no one knows you; seek to be worth knowing.” So, start by really understand