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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: Honeymoon Is Ending for Email Marketing Practical Ecommerce Email Marketing in the iOS18 Era: What You Need to Know Little Black Book Clearout Unveils Powerful AI Enhancements to Email Verification and Finder Tools, Setting a New Standard for Accuracy and Speed in the Industry Newswire :) Press Release Distribution Email is making a comeback in marketers' playbooks - how Mailchimp plans to lead it Marketing-Interactive Hackers Exploit MailChimp Email Marketing Platform Using Phishing and Social Engineering Tactics GBHackers News Better ‘Welcome’ Emails for Ecommerce Practical Ecommerce Email Marketing Integration in 2025: Key Benchmarks & Expert Guide by Selzy Newswire :) Press Release Distribution Grow Your Network with Targeted Email Marketing asicentral.com Best Email Marketing Tool (2025): Klaviyo Recognized as Top Email Marketing Service by Consumer365 GlobeNewswire 22 Email Marketing Platforms to Know Built In A Quarter of Global Consumers Unsubscribe from Emails Weekly – How SMBs Can Boost Email Marketing Strategies Business Wire Shoppers Who Buy Via Email Spend 138% More Than Those Who Don't. Here Are 9 Email Hacks to Capture Their Sales Entrepreneur Enhance Your Email Campaigns using Amazon SES SendBulkEmail APIs Inline Templates Amazon Web Services Best Automated Email Marketing (2025): Klaviyo Awarded Top Email Marketing Software by Software Experts GlobeNewswire Hackers Abuse MailChimp Email Marketing Platform via Phishing, and Social Engineering Tactics CybersecurityNews Report: Association Email Open Rates Dropping Associations Now Email Design Trends for 2025 Designmodo MailChimp Under Attack: How Cybercriminals Are Exploiting Email Marketing Platforms Security Boulevard Top Email Marketing Best Practices for 2025 DesignRush Email Marketing Statistics and Facts Market.us Ready. Set. Scale. AI and Automation Tactics to Drive Email Marketing Results U.S. Chamber of Commerce Email Marketing Friday Forum MarketingProfs Industry KPIs: Email marketing metrics improved in most recent data—with a cautionary note eMarketer Acoustic Unveils 2025 Marketing Benchmark Report GlobeNewswire Four Ways to Boost Email Marketing ROI in 2025 Learn Hub | G2 Bento Elevates Ecommerce Email Marketing Practical Ecommerce Send smarter: here's how retailers can enhance email campaign efficiency Retail Technology Innovation Hub Top 41 B2B Email Marketing Statistics You Need to Know in 2025 Influencer Marketing Hub Five Ways to Unleash the Power of AI in B2B Email Marketing MarketingProfs My Experience Reviewing 10 Best Email Marketing Software Learn Hub | G2 How to Automate Email Marketing with AI and Personalization Tools Times Square Chronicles Email Marketing Friday Forum MarketingProfs 40% of U.S. Consumers Unsubscribe From Marketing Emails Weekly—Strategies for Businesses to Re-Engage Business Wire Good Email Open Rate: Key Things To Know DesignRush The Smart Lab: 7 Strategies for Refining Your Holiday Email Marketing Campaigns nationaljeweler.com |
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