Leads don’t care about what you’re selling
Leads aren’t concerned about why you’re “the best,” who you work for, or what you offer. What they do care about is what you’re able
How to reach leads that haven’t opted-in
One important distinction between lead generation and prospecting: opt-in requests. For the former, recipients of your emails typically haven’t agreed to receive any kind of
What do B2B marketers want most from their digital toolset?
B2B marketers want fast answers and accurate reporting. That’s the verdict according to MarketingProfs, and it’s not difficult to understand why. In order to leverage
Why sales reps avoid making calls
There are several reasons why sales reps avoid making calls. You might think most sales reps wouldn’t hesitate to talk with people they don’t know
Why is content marketing so important for sales?
It would be nice if products and services simply sold themselves. But the reality for most prospectors isn’t order-taking, it’s creating effective outbound marketing—and that
Tired of hearing no in sales prospecting
Are you tired of hearing no? Unfortunately, it’s the name of the prospecting game. Much like baseball, you “fail” more often than you succeed. Some
Sales tips for small business owners
What is the single most difficult aspect you’ve experienced when trying to sell as a small business owner? Chances are, the greatest challenge to selling
How to use referrals to grow your business
Learning how to use referrals to grow your business can be one of the most lucrative ways to increase sales. Say that you find the
Do purchased B2B lead lists work?
You’ve probably heard that email is your best tool for connecting with new leads and honing your business development, but do purchased lead lists work?
How to improve your email prospecting efforts
Sometimes the biggest hurdle to new business is actually keeping track of your emails. So how do you improve your email prospecting efforts? While there
How to make your cold emails work
Cold emails can work for prospecting. The trick is making them look real. When using email automation for prospecting, you’re mass-blasting hundreds of people with
How to Stay Active with Email Prospecting
Getting too comfortable in your prospect’s generation often puts you at risk for losing business, because you assume you’ll always have a) your clients, b)
Why it’s getting easier to put off new business development, and how to fight the urge
One of the thoughts that went through a lot of people’s minds at the beginning of quarantine was, I can finally get around to that
Talk to your prospects. Yes, on the phone.
You’d be surprised how many people don’t like to talk on the phone, especially those trying to look for new business. It would be nice
Those leads aren’t dead—you’re just not giving them enough time
Those leads aren’t dead—you’re just not giving them enough time Why does it matter differentiating between a lead and a prospect? It might seem like
Don’t wait for better sales to ramp up your digital prospecting
We talked a while back about how your slow season doesn’t really exist. When you aren’t generating much revenue, spend that time laying the groundwork
Quarantine’s one silver lining for new business
Many of your best prospects may still be working remotely. While that might initially seem like a detractor for generating new business, there is one
You need a new way to network
Traditional B2B networking has always relied on personal interaction. These days, coronavirus has done a good job of eliminating those opportunities. Even as some states
Prospect successfully during COVID-19
In a time of social distancing and other preventative measures against the spread of coronavirus, email and telecommuting have become vital to maintaining important employee
How Many Leads Should you Expect?
You may already know that email is your best means to get through to your ideal leads. What you may not know is how beneficial
Sales hates prospecting—almost as much as those team meetings
Want to make a salesperson groan? Bring up the subject of prospecting. It may arguably be the most important stage of any new business development,
Why it’s taking you longer to get new business
Prospecting is changing in the B2B world, says Forbes. It’s taking longer to secure new business discussions because people are now able to do most
That’s a lot of pressure for your single email
Fight the temptation to cram a lot of information into your emails when you’re prospecting. I know it might be hard. I’ve heard plenty of
Can we have a conversation?
You may be struggling to develop new business because you’re asking your prospects the wrong question. Think of it like dating or hiring. Would you
B2B email isn’t dead (even if it feels that way)
Reports of email’s death in the B2B world have been greatly exaggerated. True, there’s a lot more of it for your leads to sift through
Email works when you don’t look fake
If you thought it was bad enough trying to get a prospect on the phone before, you can rest assured that the recent increase in
Offer value in your email
There are three factors to any successful prospecting email: You grab your audience’s attention. You continue to build interest with them. You encourage them to
Inbox management is getting in your way
Sometimes the biggest hurdle to new business is actually keeping track of your emails. You’ve already got your routine messages to sift through: in-house correspondence,
They aren’t prospects-yet
Just because someone is willing to talk with you about your services, it doesn’t mean they’re a fit. You still have to qualify them. Let’s
How Emotions Play a Role in B2B Marketing
Within marketing, there is a common misconception that Business to Business or B2B marketing is serious and logical, while Business to Consumer or B2C marketing
Tired of prospecting? Then automate it.
Don’t underestimate the power of a nap. It helps recharge your energy, improve your mood, and reduce stress—not to mention make you a better problem-solver.
12 Keywords Every Marketer Should Know
It goes without saying that the pen is mightier than the sword and the words that we put out there have a power to them,
Why you should never be comfortable in lead gen
Getting too comfortable in your lead generation often puts you at risk for losing business, because you assume you’ll always have a) your clients, b)
Take your prospects on one adventure at a time
At the rate we’re going, we’ll probably have at least one superhero movie every year until we die. (Disclaimer: that’s not necessarily a bad thing.)
Prospecting can fix common problems with marketing automation
Companies have been experimenting with marketing automation for a few years now because indications are that email is a better way to reach your ideal
Prospecting is easier when you measure electronic engagement
Most sales teams prospect too much or too little, because they don’t have direct feedback to tell them otherwise. You’re cold-calling and leaving voicemails, but
You didn’t ask to sell, but you’re more than capable
What’s the single most difficult aspect you’ve experienced when trying to sell? Was it the time you spent finding and verifying the right people to
Don’t raise the ante when prospects are silent
There’s an interesting misconception in the world of lead generation: the idea that when you don’t initially hear something back from your prospects, you’re “losing.”
Lead gen isn’t about being top dog
New business won’t last long if it’s one-sided. Both companies must benefit from any partnership for it to be worthwhile. Don’t focus on being top
How to get Better at Prospecting for New Business
Some of us are better at prospecting for new business than others. If you feel like you’re not getting enough conversations with potential prospects, you
New business resolutions (you can actually achieve)
There’s a lot of expectation that builds around the new year. Visiting family and friends. Going to a big New Year’s Eve party. Catching up
Prospecting isn’t luck. It’s about feeding the fire.
Despite the occasional abnormal weather, most of us are settling into colder temps and the excuse to enjoy time by the fire. But a good-sized
Do your emails look fake?
Depending on how you like to celebrate the holidays, a Christmas tree may be in your future. But not all of those you’ll see lighting
Recognize the symptoms of unhealthy prospecting
Email prospecting can be your most effective means of engaging in B2B conversations, but even it exhibits symptoms to alert you when your process is
The real key (fob) to prospecting
Technology is meant to improve our experiences, and some pieces can do it so well that we actually forget that they’re there. A perfect example
Prospects may not shake your hand, but they’ll still keep you in mind
If there’s one thing you can be thankful about when it comes to prospecting, it’s that unless they flat out tell you no, you still have
You’re talking sales when you should be showing value
The difference between value and sales is like the difference between show and tell. One will educate your prospects, the other will try to get
Ask your leads a single question
How you write your emails can tell your leads a lot about you – assuming, that is, that you’re writing style doesn’t get you trapped
To some, your email is scary. Here’s how to avoid that.
You’ll scare less prospects if you don’t email them sales-y messages. No one wants to put their business—let alone their personal information—at risk for being
How to generate more sales conversations
By listening to your leads instead of talking at them, you’ll likely generate more sales conversations. Salespeople often think that value is shown through promoting their services, asking a lot of leading
Why you should be reading your emails out loud
Reading aloud might seem silly, but it actually helps you craft stronger messages. Where your eye might catch mistakes in spelling, your ears will pick
Change up your email “screen time”
Smartphones let us do one thing particularly well: route all of our digital correspondence through one notification and app center. However, when it comes to
Email myth: no response is a bad response
Just because someone doesn’t respond to your first email asking for a conversation, don’t lose faith. There are plenty of people who don’t answer every
Leading questions can sabotage your prospecting
Want an easy way to turn your prospect off? Ask them a leading question, says Harvard Business Review. First, let’s touch on why you’re prone
How you can prove you aren’t spam
by Will Rotondi Email is certainly convenient to use. It’s also quick to fill up with a lot of garbage you simply want to sift
Choose the wrong tree to prospect from?
by Will Rotondi Spending 4 quiet hours up in a tree will give you a lot of time for reflection. No, it wasn’t a spiritual
A referral is better than you think
by Will Rotondi Say that you find John Smith at ABC Co., and you’re positive he’s the best point of contact for a conversation about
How to close your leads
by Will Rotondi Call it an argument of semantics if you want, but you can’t close your leads. In order for deals to close, you
Are you armchair quarterbacking your lead gen?
by Will Rotondi Despite the damage we saw from Hurricane Irma, many thought it would be a lot worse. Nearly two weeks prior our news
Don’t prospect like you just hit “Reply All”
By Will Rotondi Some people like to cast a very wide net when they prospect. They’re the ones who think they can sell to anyone,
Your email subject lines make you credible or spammy
by Will Rotondi It’s one of the simplest parts of your email – or so you might think. Subject lines are often written off as
If you want to predict more deals, start by educating your prospects
by Will Rotondi You may laugh when you come across the occasional fortune teller shop on the side of the road, but they’re there for
You’re showing up. Why aren’t your prospects?
by Will Rotondi There’s a lot to be said about you when you’re punctual or ahead of schedule. It’s even more impressive when you’re able
Yes, your prospects can get offended. No, it’s not the end of the world.
by Will Rotondi Ever make a joke that didn’t go over well? (Of course you have, don’t fib.) Humor isn’t the only area where you
How to use email marketing effectively for prospecting
by Will Rotondi There is a right and wrong way to use email marketing for prospecting. Sometimes it can be difficult to decipher what’s real
Your prospects want conversations, not advertisements
by Will Rotondi When it comes to emailing your prospects, chances are that you fall into one of two categories: either you’re really good at
Why no one’s finishing (or responding) to your emails
by Will Rotondi While it’s true that we’re more attached to our mobile devices than ever before, we’re also making our digital lives much too
Pardon me, your code is showing
by Will Rotondi Email automation can be a great tool for you to get your message out to as many companies in the B2B market
Prospecting crutches won’t help you
by Will Rotondi You hear a lot of buzzwords getting thrown around these days when it comes to technology, most of which start at the
Your “slow season” doesn’t really exist
by Will Rotondi School might be out for the summer if you’re a student, but teachers aren’t so fortunate. Contrary to what some may think, they
Hello? Was it leads you’re looking for?
by Will Rotondi When I was a kid, I used to be afraid of using the telephone. While part of it had to do with
Don’t spray and pray when you email
by Will Rotondi Mass email blasts are a staple for many businesses, from large corporate entities down to small Mom-and-Pop shops. They act as that
How to Talk to your Potential Clients
by Will Rotondi When talking to potential clients there is a trend of trying to sell ones’ product right away. Maybe the reason we’re often
That typo might get you business
by Will Rotondi I’ll be the first to admit that I’m a hypocrite when it comes to spelling errors: those that I catch I find
Yes, you can get social anxiety in lead gen
by Will Rotondi You send out dozens and dozens of emails, but all you seem to get are crickets. Or, if some people do respond,
Mind your (email) language
by Will Rotondi As a culture, we love social media. Chances are that we’ll spend more cumulative hours in our day chatting to each other
How well do your prospects know you?
by Will Rotondi Why don’t prospects want to buy from you right now? Is it that they don’t see your value? – don’t understand what
What will make your prospects respond?
by Will Rotondi There are a lot of sales professionals who look at email prospecting and don’t get it. I can hear them now: Why
Salespeople have a hard time with dead space
by Will Rotondi When you’re talking with your prospect on the phone, how often do you let the conversation just sort of…pause? I’ll wager it’s
Prospects take it personally (and that’s a good thing)
by Will Rotondi Automation can be a great tool, but there are still some things it can’t do. Converting prospects into leads is one of them.
7 steps to becoming a prospecting master
by Will Rotondi Whether you’re a sales rep with your own established territory or a soloprenuer, you may feel like a lone wolf. Sure, you
Your prospects aren’t disinterested. They’re just warming up.
by Will Rotondi I recently attempted to join the ranks of fellow grillers in the world and break in my Weber. It had been kindly,
Are prospects reading your emails? Survey says…
by Will Rotondi It’s easy to want to do things the way you’ve always done them. There’s security in having a system, where you know
Data isn’t perfect. Neither is your prospecting.
By Will Rotondi For those who have tried email prospecting and walked away disappointed, it was often because they treated it like they would sales:
If you can nail an interview, you can nail prospecting
by Will Rotondi When you want to know more about someone, you probably look them up online. It’s the same whether you’re in a personal
3 reasons marketing and email prospecting don’t mix
by Will Rotondi It’s easy to want to dazzle your prospects with your brand image and other visuals in order to get them pumped about
Hard selling through email? Not worth your time
by Will Rotondi Sales guys will try to give you the whole East Coast and tell you how it’ll fit your budget. Marketing guys just
When do you start planning for new business?
by Will Rotondi I hope your answer is yesterday. It takes time to warm up your cold leads – those who know next to nothing
Spend less time selling and more time sharing
by Will Rotondi My wife and I recently took a trip to the beach, and on the last day ended up volunteering for a sales
Before you call, send a calendar invite
by Will Rotondi Your time is very important. More than likely, if you’re reading this, it’s one item in a long list of things that
2 types of prospectors: those who say too much, and those who don’t say enough
by Will Rotondi You’ve seen emails like them before. They are practically newsletters that you didn’t ask to receive, nor do you care to read
You’re not spamming your prospects (as long as you have these in your email)
by Will Rotondi Let’s face it, there are those out there who aren’t fans of picking up their phones. They’d rather look others up on
What the [bleep] are you emailing your prospects?
by Will Rotondi Prospecting is full of swearing. Sometimes it’s silent, when you’re cursing the heavens that no one wants to talk with you. Sometimes
Stop treating your prospects like they’re already leads
by Will Rotondi With rare exception, your business isn’t distinguished by the price for its service or product, but by its value. The problem isn’t
Purchasing email addresses for your lead gen? Might want to rethink that.
by Will Rotondi Data is a touchy subject these days, depending on who’s using it. If you’re talking government agencies, you may be tempted to
Prospecting procrastinators, it’s time to shift your behavior
by Will Rotondi After you’ve heard no enough times from your prospects, it’s easy to lose faith in the system. If that’s turned you into
Make prospecting your habit, not a plate to juggle
by Will Rotondi Contrary to popular belief, you can multitask effectively in certain areas. After all, you’ve probably carried on a conversation with someone while
Keep feeding the inertia in your lead gen
by Will Rotondi With very rare exception, you’re not going to be able to close a deal the moment you reach out and connect with
You’re not asking your prospects the right questions
by Will Rotondi You’d think asking questions would be the most straightforward part of any prospecting conversation. You provide a service. You know prospects who
Are you afraid of looking incompetent when you prospect?
by Will Rotondi When you’re prospecting, you want to make sure that a) you’re targeting the right business, and b) you’re talking to the right