How Successful Sales Executives Create Effective Prospecting Strategies

These days, sales executives and their teams are expected to constantly measure prospecting effectiveness, in addition to justifying every cost based on ROI and the bottom line. From lead scoring and goal setting to competitor research and audience insights, implementing an effective prospecting strategy — and finding the right sales tools to empower your team — is critical for long-term success and business growth. Of course, developing a successful prospecting strategy is easier said than done, especially if you are already working with limited resources and aren’t quite sure where to start. To help you get the prospecting ball rolling and win more business, we’ve rounded up tips and tricks from the most successful sales professionals in the business. 1. Know the Markets You Serve & Exactly How You Serve Them Brian Frank, Global Head of Sales Operation at LinkedIn explains, “…the first thing you want to do is understand the market.” In order to develop effective prospecting you need to understand every aspect of the market your product or service serves, right down to the nitty gritty underbelly. When you take the time to truly understand the needs and goals of your prospects they view your offering as a valuable solution to their problems. Your prospects also need to feel like you understand their pain points and are working with them to find the right solution. From Guy Kawasaki‘s book Enchantment, “Enchantment is the purest form of sales. …The difference between enchantment and simple sales is that with enchantment you have the other person’s best interests at heart, too.” Do your homework. Get the details, know your competition, and connect with your market in a way that is unique...
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