“Unreasonable progress takes unreasonable sacrifice”
Prospecting the primary activity of the sales person. If it’s not, they’re an Account Manager, or in Customer Success or something entirely different. New business should be driven using the following activities;
Calling
Mailing (I’m serious)
On-site visits
I’ll go in depth how each should be performed at a basic level. Creativity and personality should be injected into all sales efforts but these are rules I’ve found to be effective.
Calling
Without a simple understanding of cold calling the salesperson is ineffective. Their ability to quickly build rapport and qualify or disqualify a prospect is key to their success.
Rule #1. Confirm you’re speaking with the right person, and then tell them who you are, why you’re calling and then ask a question to start dialogue. This is also how the SEC wants you do it.
Prospect: Hello?
Cam: Hi, Julie?
Prospect: Yes