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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: Mastering B2B Email Marketing in 2025: Unlocking the Keys for Sustainable Growth and Engagement Block Telegraph Content and Messaging Strategies for Long-Lifespan Products MarketingProfs.com What Is CTR in Email Marketing? Business.com Bento Elevates Ecommerce Email Marketing Practical Ecommerce Email marketing market size 2027 Statista Email Marketing Developments in 2024 and Their Ripple Effects in 2025 MarketingProfs.com 22 Email Marketing Platforms to Know Built In Industry KPIs: Email marketing metrics improved in most recent dataâwith a cautionary note eMarketer A Quarter of Global Consumers Unsubscribe from Emails Weekly â How SMBs Can Boost Email Marketing Strategies Business Wire Don't Sleep on Email Marketing â Here's Why It's Still Your Business's Most Powerful Tool Entrepreneur How to Reduce Your Email Bounce Rate Business.com Email Design Trends for 2025 Designmodo Email Marketing Friday Forum MarketingProfs.com 9 Email Marketing Best Practices in 2025 Metricool Best Email Marketing Tool (2025): Klaviyo Recognized as Top Email Marketing Service by Consumer365 GlobeNewswire Predictive Analytics Methods to Improve Email Marketing Spiceworks News and Insights Email Marketing Friday Forum MarketingProfs.com Five Ways to Unleash the Power of AI in B2B Email Marketing MarketingProfs.com Email Promotions Tab Hysteria Is Back! (Thanks, Apple) MarketingProfs.com Top 10 Best Email Marketing Services Software Platforms for 2020 Spiceworks News and Insights Shoppers Who Buy Via Email Spend 138% More Than Those Who Don't. Here Are 9 Email Hacks to Capture Their Sales Entrepreneur Personalization and Optimization Will Be the Focus for Email Marketers in 2017 Spiceworks News and Insights Email Marketing and ABM: How to Use the Two Together DemandScience Top 41 B2B Email Marketing Statistics You Need to Know in 2025 Influencer Marketing Hub The Realtorâs Guide to Email Marketing NeilPatel.com Top 5 Email Marketing Tips for Driving Revenue in 2025 The Source Magazine Email Marketing Friday Forum MarketingProfs.com Striking The Balance Between Mass Campaigns & Tailored Outreach For Email Marketing Demand Gen Report The future of email marketing lies in AI Fast Company Google Announces Gmail Dynamic Email: Impact on Email Marketing Spiceworks News and Insights 5 Best Email Marketing Companies in 2025 UI The Daily Iowan Why is DMARC Important? [2025 Updated] Security Boulevard Zeta Marketing Platform Named a Leader in Analyst Report on Email Marketing Service Providers, Q3 2024 Business Wire The scandal that is B2B email marketing spam B2B Marketing Online 40% of U.S. Consumers Unsubscribe From Marketing Emails WeeklyâStrategies for Businesses to Re-Engage Business Wire |
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