10 Strategies to Use When Your Prospect Goes Silent

Dont Give Up

  One of the most frustrating things for a sales rep is when the prospect you had a great conversation with goes silent and starts avoiding you. You might assume that it’s you or they’re disinterested, but that’s not necessarily the case. This happened to me with one of my Canadian prospects and I couldn’t […]

How to Combine Lead Generation and Sales Prospecting Campaigns

Mass Email Campaigns

A few weeks ago, I got an email from a savvy sales rep and client of ours who is in the middle of a lead nurturing campaign and prospecting for clients. He was reading Jeb Blount’s new book, Fanatical Prospecting (which I highly recommend), where Jeb says prospecting should not be done via bulk email, […]

14 Strategies and 1 Example You Can Use to Generate Leads

Business people running over a telescope spanning a big divide

Two of the biggest mistakes sales and marketing teams make are giving up too early on prospects and relying only on a few tried-and-true lead generation techniques. If a sales rep doesn’t get a response after a few emails or cold calls, they assume the prospect isn’t interested and they move on. More often than […]