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Reasons Your Sales Outreach Isn’t Working
It’s harder to get someone on the phone than ever before and can be even more difficult to set up a meeting. Dialing through a list of contacts from your database likely isn’t going to result in scheduled meetings unless it’s a list full of engaged contacts patiently waiting by their phones for your call.
Cold calling isn’t dead though, it’s just different than it used to be. If your team isn’t getting the same results they once did, it’s time to examine the tactics being used and adapt your processes to the way your prospects want to engage with you.
Target the Right Accounts
Instead of focusing on a wide range of leads, your team needs to zero in on the targets most likely to buy. Determine your ideal customer profile and what makes them a good fit for your company. Then, send your team out to go find accounts that match that profile. This ensures your sales and marketing efforts are focused on those most likely to get the biggest value from your offering. Check out this blog to see how you can create more qualified leads.
When done right, this account-based outreach approach helps you find the customers best aligned with the unique way your company can help. This targeting effort will give your sales reps a much higher chance of getting the right people talking to them and a much better chance of landing new customers on a regular basis.
Target the Right Personas
Say the Right Things, in the Right Order
Be Patient, Helpful, and Creatively Persistent
Another pitfall is that most salespeople stop reaching out to a prospect after a few messages go unanswered. Sadly, this usually happens way too soon! Your prospects need to know that you are reaching out to them because you passionately believe what you are selling will help them.
There is nothing more powerful than a seller who truly believes in the value of what they are representing.
Do the Work
I am part of a national group of Senior Sales Leaders who collaborate to share insights like the examples shown in this article. We formed because of our shared passion to help business leaders exponentially grow their revenue.