Let's Catch Up At CompTIA ChannelCon (2015)

Let's Catch Up At CompTIA ChannelCon (2015)

Why you need smart sales prospecting?


Why you need smart sales prospecting
Why sales you need smart sales prospecting?
Sales prospecting is the process of connecting with the potential target audience with expectations of discovering new business. It aims at initiating a conversation with potential leads and converting them into customers. Prospecting involves collecting the contact information of the leads who may be interested in buying your products or services. Prospecting plays a vital role in the sales cycle and in producing quality lists of potential buyers.

Great salespeople are not reactive, they don’t sit back and wait for their prospects to walk in. They are proactive and reach out to their potential target audience and kick-start the process to enable sales. This process of reaching out to the right audience is what constitutes prospecting.

Traits of a successful prospector


Targeting the right audience: 

Successful prospectors know what they are selling and target the right sales audience. It is essential for your salesperson to fully understand your products and services and the ideal buyer for those products and services. This means your salespeople need to have an in-depth insight of their leads and their preferences. Being aware of a prospect’s actions enables salespeople to adapt their sales strategy to prospect behavior, thus lending greater effectiveness to their sales prospecting efforts.

Value in Every touch: 

Great prospectors add value to the lead in every interaction.The prospect is usually least interested in hearing your pitch, product or company history. The only thing that matters to them is how you can make their lives simpler. A good prospector will make the prospects want to talk to them by hinting how their product/service can resolve prospect’s challenges.

No Tricks:

A good prospector earns their lead’s trust by being transparent about the details of the products or services they have to offer them.

What Is Smart Sales Prospecting?


Smart sales prospecting involves following prospect footprints and developing appropriate, proactive responses. In order to enjoy the benefits of smart prospecting, a basic requirement is total integration of the marketing and sales functions as each possesses critical pieces of information about prospects. However this calls for coordination of all types of interaction between the business and the prospect, then reviewing each to draw an integrated prospect profile. Smart prospecting tools can do this.

Smart Prospecting Tools


Smart sales prospecting tools create intelligent programs that respond smartly to a prospect’s behavior. It bridges a gap between the prospecting and sales conversion ratio. With the help of sales prospecting tool, salespeople can create multi-step, multi-channel lead nurturing programs using various channels including web, print and social.Smart prospecting programs automatically adjust to any specific action that a prospect may take. Here are a few examples of how a smart prospecting program works…

  • E- mails: An e-mail thanking the prospect for their interest will automatically follow if they download a white paper.
  • Assets: An MSP can provide a free e-book or e-guide to add value to the lead in the initial prospecting stages.
  • Print: As a goodwill gesture, a company can send postcards to their top leads on July 4th wishing them a happy Independence  Day.
  • Social Media: An MSP can share Zero day alerts on social media. It will add value to prospects that follow the MSP on social  networking platforms.

To stand out from the crowd and prospect successfully, salespeople have to come up with innovative ideas to stay in touch with potential clients. Leads need on-going attention that is relevant to them. Smart sales prospecting automates mundane sales prospecting tasks and lends intelligence to the sales prospecting process, while freeing up salespeople’s time so they can pay more attention to leads that are near the end of the buying cycle.

Complimentary MSP Webinar on LinkedIn Lead Generation.

Building a Playbook- Part-1

sales playbooks and sales enablment go hand in hand
Sales playbooks play a key role in sales enablement success
Are you thinking about creating a sales playbook?  Collecting all your collateral and getting ready to put it into a playbook?  Wait a second.

That’s the last step, not the first.
The goal of a sales playbook is to enable sales to sell better.  Giving them a big box of possible collateral isn’t going to enable anyone to sell anything better. It’s just going to waste their time.  The sales playbook is a guide to how to sell in each situation and during each phase of the sales funnel.

Creating a sales playbook is a project that entails conducting a critical analysis of your entire sales process. This involves a reflective and detailed evaluation , but it is necessary if you want to enable sales using the playbook concept.

So what is involved? The first step to creating an amazing playbook is to define your sales process clearly. You need to define your target audience. What are all the personas that you focus on? If you want to help your salespeople sell, you need to provide them a clear picture of your customers—your key buyer personas. Who are your ideal buyers? What are their core challenges or pain points? What kind of questions do your buyers typically ask at each stage of the sales cycle? In order to answer these questions successfully, you need to have a complete, 360-degree view of your prospects that allows you to study their actions over a period of time. This helps you identify buyer behavioral patterns.

Also, you will need to identify the buying stages that your prospects typically pass through before making a purchase, the various triggers that you use to define those stages, and the many ways in which you keep your prospect engaged at each of those stages. Also, you need to identify if these stages differ depending on the specific buyer persona. This will be important in building the most effective playbooks. 

Next blog….connecting assets to the buying stages.