I recently shared my thoughts on voicemail strategies, and how acting like a normal person generates more responses. good prospecting email generates responses , plain and simple. Good emails follow similar guidelines, but here are a few that are tailored to the written, rather than the spoken word. Know Your Objective – The purpose of an email is to interest your prospect enough so that you can set up a phone call. Much like your voicemail, keep it short and to the point. In this day and age, an “introduction” is completely unnecessary in an email. Ditch the Pitch! MORE >>

One call and one email once a week will not generate the response you're hoping for. Our research tells us that you need to touch them an average of 6 times before you generate a response. Over the years I've seen many talented teleprospectors struggle consistently to hit their goals. They could posses all the core skills necessary to be a top performer but the bad habits they develop can dictate the "ebb and flow" of their performance. If your call output is erratic, then the amount of opportunities you're going to uncover will be as well. on each and every dial you make. MORE >>

Keep your message short and sweet, don’t sound like someone from a late-night infomercial, and you’ll be well on your way towards messaging that actually generates responses. In an age where phone ringers are set to silent and text messaging is a primary form of communication, finding a successful voicemail strategy can be daunting and discouraging. It can be tempting to just rely on emails for leads, or set up an automated system to leave messages for you, but the ability to leave an effective voicemail is still a valuable skill to learn. Keep your tone conversational. What do you want? MORE >>

Whether you are a sales person, or a teleprospector generating leads, you should look to yourself as the CEO of your assigned accounts. Not in the astute view of a Steve Jobs type, but more so to the general notion that you need to “own” what’s provided to you. In fact, I would argue that because sales requires you to go deep in the trenches to uncover opportunity’s, you actually have a more detailed scope into target accounts than the actual CEO of the company you work for. Take ownership over your piece of the business and make sure you’re managing it correctly on a daily basis. MORE >>

Justify your budget spend and show how each campaign generated qualified leads that converted through the sales cycle. When you look at your sales pipeline (either as an individual or from a team perspective), how do you evaluate it? Do you look at the quality of the leads and the probability of those moving to a next step? Do you see a lot of activity and a healthy number of leads and believe that as long as there are prospects being called on, that will eventually bring in the revenue? The value of your pipeline is very subjective. What kind of leads and opportunities do you find? MORE >>