January marks the beginning of what will be the most productive prospecting season for most sales people.
Prospects are back at work, they’ve set new goals, and they’re excited about making quick progress.
As you reach out to cold (and warm) leads, remember to focus on...
Every once in a while, someone asks if they can outsource their LinkedIn prospecting to me. I strongly recommend against outsourcing LinkedIn lead generation.
Three years ago, a client asked me to help them find a LinkedIn lead generation firm. I personally reviewed and interviewed 12 firms.
I've...
"If everyone is hitting up decision-makers on LinkedIn, how can I cut through the noise and make a genuine connection?"
Many people dismiss LinkedIn as a sales tool because they don't think they can cut through the noise. But I've found it pretty easy to stand out just by being human and working...
A connection asked me a great question recently.
“One of our new team members worked for a competitor and has a lot of connections with their employees. As we start using LinkedIn more extensively, should we remove them or block them?”
Great question!
First - never share anything on...
"The 90-Day Prospecting Accelerator seems like a lot of work, and I’m already busy. How much time would I need to devote?"
This is an important question.
Every professional is spinning multiple plates. The more responsibility, the more plates.
When we get overwhelmed, prospecting is...
A salesperson decided they needed some new leads. They heard about a networking meeting going on at a local chamber of commerce event and rushed over to the meeting with a box of business cards and a ream of brochures.
Upon arriving, they entered the networking area and saw lots of people...
As you build your network on LinkedIn, you also need to engage with your connections and book meetings to get acquainted and find out if they're a qualified lead.
When you do this, remember to put yourself in your prospect's shoes. They're not ready to buy from you yet...they don't even know you....
B2B buying is a team sport. Depending on the size and complexity of your offering, you probably have anywhere from 3-10 stakeholders involved in the decision process for any sales opportunity.
Studies have shown that if you connect on LinkedIn with at least 6 stakeholders in a particular...
When you're prospecting for new leads on LinkedIn, it's crucial to optimize your profile to engage your prospective buyers. Make your personal value proposition clear to your target leads. Show them how they can benefit from getting to know YOU.
You're not selling your product here, you're...
When you're thinking about your 2023 sales goals, you're probably considering which methods are most likely to generate qualified leads. Inbound has declined in effectiveness over the past few years, so a lot of firms are resorting to cold calling to make their numbers.
Cold Calling...
It's a new year, and hopefully, it will be a better one, with business picking up for firms that saw setbacks in 2020.
As we all work on setting our sales goals for the year, we need to evaluate what strategies are most likely to generate the leads we'll need. Unfortunately, for a lot...
When I started PropelGrowth in 2007, I was able to leverage a network and reputation I had built in financial services over the past 10 years with my two prior startups. I also published thought leadership content in industry publications every few months. My network and that content brought in...
