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Don’t think just sending out a bunch of emails is going to generate any leads, especially when you forget the most important part of the email is the first 10 words and the title. Something you must keep in mind when prospecting by email is that the percentage of emails that are read on either [...]
Recently I received a phone call from a salesperson I’ve known and have worked with for a number of years. The voice on the phone was ecstatic. He was telling me of a new customer he had just landed. Knowing the person’s business, I was surprised he was calling me regarding the landing of a [...]
To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. Don’t stop until you’ve completed 8 touches. When it comes to prospecting, there is no magic bullet. The honest truth is you have to do the work. But how you go about doing that work can make [...]
I’ve heard sales people say, “I don’t have the time to research a prospect.” That comes from people who believe volume over quality will drive more revenue. Not true!! If you just send out bad email after bad email, you are just sending out bad emails. The best strategy is to gather a little intel [...]
The number one thing you can do to get a contact to respond if they have gone dark is to make it easy for them to be honest with you. Nothing is more frustrating than when you have a hot prospect simply go dark. I’ve had it happen a million times, even when all the [...]
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