Is the Glimpse Factor Stalling Your Emails?
Email prospecting is hot. It feels much less threatening than cold calling. No one will hang up on you. You have time to think about exactly what to write. And, if prospects
Sales Prospecting
B2B Lead Generation & Marketing, blog, Sales Prospecting, Sales Strategy
Trigger Events: The Mystery Behind Extreme Response Rates
One of the most difficult aspects of lead generation — whether you’re in sales or marketing — is crafting messaging that snatches prospects’ attention. Too often, lead generation messages never survive what
Revenue Generating Success Strategies , Sales Prospecting
8 Tips to Bypass the Gatekeepers Blocking Your Emails
I firmly believe that email is still the best tool for prospecting and lead generation. It’s personal, targeted, accessible, and measurable. And it can yield a steady flow of very high quality
Sales Prospecting
When Your Prospect’s Silence is Deafening
One of the biggest challenges in selling is trying to keep contacts engaged when you’re prospecting. Business owners and C-level executives often have too much going on, which causes delays in scheduling
Sales Prospecting
Do Gimmicky Emoticons Really Work in Email Subject Lines?
By now, most salespeople understand the importance of short, sweet, and effective email subject lines. In essence, they are the gateway to better email engagement and higher response rates. If you write
Christmas Parodies & Holiday Blogs
Deck the Halls (with Boughs of Sales Prospects)!
Last December, I wrote a post for VARGuy that parodied the timeless poem, “The Night Before Christmas.” I titled it, A Christmas Sales Parody. It was a fun way to bring some
Sales Prospecting
The Prospecting Rut
No doubt about it, prospecting can sometimes get boring, and certainly depressing. You don’t get the responses you want, and sometimes it seems like all you do is leave voicemails and send
Sales Prospecting
3 Techniques to Avoid Bored Prospects
Just ten years ago, sellers were only beginning to understand the revolution that the Internet would become to prospecting. Today, it’s as vital in prospecting as cold calling. Internet research, connections, and
Revenue Generating Success Strategies
Secrets of Top-performing Email Subject Lines
Prospecting email subject lines are crucial in getting prospects to open emails. Most businesses are using email as their primary form of communication, and your prospects and customers are inundated with it.
Sales Prospecting
3 Reasons Prospects Ignore Your Emails
In a perfect world, every email we send to a potential client would be read and responded to right away. Unfortunately, many of our prospects are too busy to even look at
Sales Prospecting
8 Tips for Increasing Your Email Prospecting Response Rate
Recently I asked readers to share their secrets to ensuring contacts read their sales prospecting emails. Within 3 seconds contacts make a decision as to if they’re going to read your email,
Sales Prospecting
Break the Email Delete Barrier
In three seconds your prospects make a choice between reading and trashing your email. Clearly your objective is to get them not only to read it, but to respond so you can