Category: Prospecting Strategies

Choosing a Sales Development Firm

Oct. 24

Leads are the lifeline of any business. Ask any sales rep (or even a marketing associate) what they want more of and more likely than not they will respond with ‘MORE LEADS’. So how do you get to a point... Read More »

Revamping Your Email Marketing Strategy for 2017 – Part 1

Feb. 2

Over 200 billion emails are sent each day[1]. 200 BILLION – a day! Think about how many emails you get in a 24 hour period. Now think about how many you just automatically delete without reading. Probably way more than... Read More »

Getting Your Schedule Organized as an SDR

Nov. 9

If you don’t schedule your life, your life will schedule you. If you are not scheduling your life, then you will not be able to control the amount of focus that you are putting into each day. There are so many... Read More »

Best Practices For Passing Over BANT Qualified Leads

Oct. 26

If you follow our Sales Wars blog, you’ll probably recognize the term BANT in reference to the lead qualification process. The sales term “BANT qualified lead” is important in any client-based organization, no matter the size or industry.  When it comes down... Read More »

5 Signs It’s Time to Switch Up Your Messaging Strategy

Oct. 12

There comes a time when even the most seasoned sales development reps should consider changing up their messaging strategy. Even if a particular messaging strategy proves to be efficient, there is always room for improvement. How do you know when... Read More »

The Formula for Conquering a Target Account

Aug. 24

Sales development reps must have a clear, concrete plan of action when it comes to conquering the jungle that is account-based prospecting. It may be an SDR’s natural instinct to want to reach out to as many relevant contacts as... Read More »

It’s Not All About the C-Suite: Why SDRs Should Prospect Multiple Levels Within An Organization

Aug. 10

Anyone working in client-based outsourced lead gen knows this conversation all too well: Vendor: Can you give me an idea of what profile you are looking for in regards to contact data procurement? Client: We ONLY want to talk to folks... Read More »

4 Strategies Sales Development Reps Can Use To Re-engage Prospects That Have Gone Dark

Aug. 3

One of the most frustrating situations SDRs encounter when prospecting, is when a prospect agrees to a next step, and then “goes dark.” Despite numerous phone calls and email attempts by the SDR, the prospect remains unresponsive, leaving the opportunity... Read More »

Account-Based Sales Development Key Performance Indicators to Benchmark Success

Jul. 22

When implementing and launching an account-based sales development strategy, there are a variety of key metrics that will need to be reviewed and altered if you have previously been taking a contact-based selling approach. These metrics will cover total outbound dials, follow-ups, power dialing sessions, new contacts needed and fresh accounts to review.

Jump-Start Your Marketing and Sales Response Rates with This Tried and True Formula

Jul. 20

It may be summer, but that doesn't mean good marketers don't have math homework. Of all the formulas and equations floating around out there, perhaps none is so important or so mysterious as the equation for greater response rates. As it turns out, the equation is known, and it isn't terribly complicated; it just takes some proper planning. We break it down below, and as always, we show our work. Pencils out, because this is study hall.

Gotta Catch ‘Em All! Book Sales Appointments that Actually Happen

Jul. 19

That’s it, you’ve done it! You’ve been honing your account-based selling approach and dedicating your time to a customized messaging strategy that has allowed you to qualify the target account that you’ve been working so hard on. You have all of the information you need in order to pass along this great opportunity to your closing sales rep. Now, all you have to do is set that first appointment for the next step.

It’s Time to Transform Your Account-Based Sales Prospecting Process and It Starts with Data

Jul. 14

The whole point of account-based sales is to focus your efforts on a relatively small number of high-value accounts that have the greatest potential impact on your bottom line. That's why the most important piece of the account-based sales model is to select the right target accounts.

Summer Vacation Mode? How to Achieve Sales Success Before and After Vacation

Jul. 8

As the temperature continues to rise, schools let out for the summer, and family vacations begin, it is essential that salespeople prepare in advance for any time off they plan to take. A one or two week vacation can be relaxing, but if you don’t prepare for both before and after your vacation from work, not only will you have a headache upon your return (and possibly during your vacation) but you may have left some sales opportunities hanging in limbo with the potential to be lost.

Persistence With Purpose: What is Your Sales Prospecting Cadence?

Jul. 6

While it may be true that “good things come to those who wait,” it is more true that in sales better things happen to those who make things happen. Making things happen involves effort in a number of ways, one being persistence, the ability and – willingness – to take the game to the buyer.

4 Quick Sales Tips to Meet and Exceed Your Quota This Month

Jul. 1

Sales development reps have a choice: They can complain about “crappy lists,” or they can be smart and use these sales tips to hit quota every time.

Launching Your Account-Based Sales Development Strategy [eBook Part II]

Jun. 30

Since launching our Account-Based Sales Development Playbook for Revenue-Driven Teams Part I with PersistIQ, we’ve received an overwhelming amount of feedback regarding the various stages that other sales and marketing professionals are at in terms of building their own account-based sales development (ABSD) strategy.