Salespeople need to change the way they approach prospecting.
First, work your inbound leads. Let your marketing teamwork the top of the funnel. You don’t have to call all the leads who are just looking for information or education — those leads need to be nurtured, and Marketing is the right team to do it.
But what if you don’t have enough inbound leads? You still have to keep your pipeline full, so how do you create net new opportunities if your inbound leads are running dry?
You warm call.
What Is Warm Calling?
I consider warm calling to be connecting with a company that you’ve proactively identified as a good fit although they haven’t demonstrated an interest in your product or service yet. Based on your knowledge and experience, they fit the profile of your successful customers.
It’s okay to reach out to good fit prospects…
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