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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 Campaign Service (2025): Klaviyo Awarded Top Email Marketing Service by Consumer365 The Manila Times Top 14 AI Email Marketing Platforms to Grow Your Business Influencer Marketing Hub Email Analytics You Want to Track Business.com Future-Proof Your Email Campaigns With These Best Marketing Tools For SMEs This 2025 International Business Times UK Email marketing market size 2027 Statista Industry KPIs: Email marketing metrics improved in most recent data—with a cautionary note eMarketer Email Marketing Developments in 2024 and Their Ripple Effects in 2025 MarketingProfs.com Best Email Marketing Tool (2025): Klaviyo Recognized as Top Email Marketing Service by Consumer365 The Manila Times What You Need to Know about GDPR and Email Marketing Business.com Five Ways to Unleash the Power of AI in B2B Email Marketing MarketingProfs.com 22 Email Marketing Platforms to Know Built In Best email marketing service of 2024 TechRadar Email Marketing Friday Forum MarketingProfs.com 9 Top Email Marketing Trends (2024 & 2025) Exploding Topics Don't Sleep on Email Marketing — Here's Why It's Still Your Business's Most Powerful Tool Entrepreneur Ready. Set. Scale. AI and Automation Tactics to Drive Email Marketing Results CO— by the U.S. Chamber of Commerce Email Marketing Friday Forum MarketingProfs.com Matt Plapp: How to Use Email Marketing to Keep Customers’ Attention and Drive Sales PMQ Pizza Magazine Email Marketing and ABM: How to Use the Two Together DemandScience Email Design Trends for 2025 Designmodo (PDF) "Designing Email Marketing Campaigns - A Data Mining Approach Based On Consumer Preferences " ResearchGate Email Marketing Friday Forum MarketingProfs.com The Best Email Marketing Software for 2024 Yahoo! Voices The future of email marketing lies in AI Fast Company A Quarter of Global Consumers Unsubscribe from Emails Weekly – How SMBs Can Boost Email Marketing Strategies Business Wire Zeta Marketing Platform Named a Leader in Analyst Report on Email Marketing Service Providers, Q3 2024 Business Wire Why Kamala Harris’s Marketing Emails Are Hitting the Mark Chief Marketer Top 41 B2B Email Marketing Statistics You Need to Know in 2024 Influencer Marketing Hub 5 Pervasive Myths About Email Marketing That (If Believed) Could Derail Your Business - Entrepreneur How to Determine The Ideal Length of Your Marketing Emails Your Customers Will Actually Read Entrepreneur Mastering email campaign execution Search Engine Land Litmus Unveils Email Marketing Innovations with New Personalization and Monitoring Capabilities PR Newswire The Biggest Email Marketing Opportunities for B2B Brands MarketingProfs.com Email Marketing Tactics That Work Social Media Examiner Pioneering email marketing in Romania – a conversation with White Image co-founder Andrei Georgescu Romania-Insider.com Enhance Your Brand with ASI Marketing & Creative Services Advertising Specialty Institute The Best Email Marketing Software (2025) 9Meters.com |
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