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Email Marketing Information |
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Sales Prospecting for Appointments by Email
A few months into the job and Sabrina's cold calling sales prospecting techniques were getting her almost nowhere. She would call CIO's and CTO's all day, and speak to maybe one sales prospect if she was lucky. The gatekeepers and voicemail were screening her out. Sabrina was "following up" her calls with emails, but she rarely if ever heard anything back. Sabrina asked for help to improve her sales prospecting skills. A salesperson for a silicon valley software company, Sabrina was tasked with calling on CIO's in Fortune 1000 companies. Her cold calling skills were a bit rusty, and she was under serious pressure from sales management to produce. After a few weeks of working on these together, I got the following email from Sabrina: "My email script has gotten another F1000 appointment! I sent it to an admin who forwarded it to a Senior Director who had his admin respond in 5 minutes that he wanted an appointment. They are right in our sweet spot so this is a very good thing."If you've done any sales prospecting to big corporations, then you know how great Sabrina felt when she got this appointment. Sabrina has secured numerous VP level appointments using her new email technique. How did Sabrina improve her sales prospecting?First she asked for help. Upon working together, I coached Sabrina to sell only to the sales prospects that were most likely to buy. Sabrina developed a customer profile to guide her sales prospecting efforts. She determined what type of sales prospect would be most likely to buy her product. Next she worked on identifying the pains that motivate her ideal sales prospect to want to buy her product. This took some research. She spoke to other sales reps, marketing management, and most importantly customers to figure out why people buy her product. Sabrina used this to craft a short but specific email message to her best sales prospects. It was real-world due to all of her research and her prospects responded to it. The likely buyers were ones who could feel the pain that the email talked about. Those sales prospects jumped up and asked for an appointment. What can you do to improve your sales prospecting?© 1999-2004 Shamus Brown, All Rights Reserved. Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/
MORE RESOURCES: Best email marketing service of 2024 TechRadar The Email Power Elite: The 3 Levels Of Marketing Sophistication 11/13/2024 MediaPost Communications Email Marketing Friday Forum MarketingProfs.com 22 Email Marketing Platforms to Know Built In IDC MarketScape: Worldwide Email Marketing Solutions for B2C Small Businesses 2024 Vendor Assessment IDC Top Email Marketing Tools for Shopify Owners in the UK The London Economic 9 Top Email Marketing Trends (2024 & 2025) Exploding Topics The Best Email Marketing Software for 2024 Yahoo! Voices The best email marketing software in 2024 — and how much each will cost the average small business CNN Underscored Best Marketing CRM (2024) Forbes Email Marketing Friday Forum MarketingProfs.com Ready. Set. Scale. AI and Automation Tactics to Drive Email Marketing Results CO— by the U.S. Chamber of Commerce Confessions from email jail MarTech Email Promotions Tab Hysteria Is Back! (Thanks, Apple) MarketingProfs.com Don't Sleep on Email Marketing — Here's Why It's Still Your Business's Most Powerful Tool Entrepreneur New Report from Intuit Mailchimp Shows Most Marketers are Using AI, Highlights Differentiators For Top Performers Business Wire Unlock the power of email marketing: Building a valuable list for your small business in 2024 Maddyness The future of email marketing lies in AI Fast Company Best Email Marketing Platforms in the UK of 2024 U.S. News & World Report Exclaimer Launches HubSpot Integration To Enhance Email Targeting Via Signatures - Demand Gen Report Optimove Recognized as a Contender Email Marketing Service Provider by Independent Research Firm GlobeNewswire Email Marketing Tactics That Work Social Media Examiner Top 41 B2B Email Marketing Statistics You Need to Know in 2024 Influencer Marketing Hub The Brand-Demand Connection: Your Secret 1:1 Email Marketing Weapon Demand Gen Report Zeta Marketing Platform Named a Leader in Analyst Report on Email Marketing Service Providers, Q3 2024 Business Wire 5 Pervasive Myths About Email Marketing That (If Believed) Could Derail Your Business - Entrepreneur On-demand Webinar: Email Marketing Tactics for a Successful Holiday Season Hotel News Resource The Biggest Email Marketing Opportunities for B2B Brands MarketingProfs.com The 8 Most Notable Email Marketing Trends Influencer Marketing Hub How To Succeed With MJBizCon Pre-Show Email Marketing Marijuana Business Daily The Ultimate List of Email Marketing Statistics Influencer Marketing Hub 6 tips for building and elevating your email marketing strategy in 2025 Estate Agent Today Good Email Open Rates: Key Things to Know DesignRush 9 Email Marketing Predictions for 2024 to Boost Engagement and Revenue Influencer Marketing Hub Pioneering email marketing in Romania – a conversation with White Image co-founder Andrei Georgescu Romania-Insider.com |
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