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Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

ViewPoint

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Cold Call Timing.

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Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

ViewPoint

Ninety-Nine Tips for Prospecting SMBs. In this free download from Radius, 24 sales industry experts weigh in on how to master prospecting. The focus of this ebook is to help salespeople create a healthy pipeline by organizing, identifying, and engaging with prospects. Learn how to tailor your inside sales conversation.

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The 5 Top Media for Cold Prospecting

ViewPoint

Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail.

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Do Your Sales Prospects Have Their Own Poker “Tells”?

ViewPoint

There are some common poker Tells that you should know about and then we’ll see how this connects to your sales prospects and even your sales reps behavior. I’ll bet your Customers Give You Buying “Tells” In most instances, for marketers, the mark ( oops I meant prospect) gives you Tells that they are ready to buy.

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Chairs are Dead—and Other B2B Marketing Hogwash

ViewPoint

It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. Maybe I was just sensitive.

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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

ViewPoint

touches to engage with a prospect. To reduce sales lead generation cost, you need to optimize the value of each prospect. I have been trying to get to that person for two years. For one client, it takes 9.82 This approach yields a 5% lead rate. What Is Multi-Touch? One way to do this is to avoid under-touching your targets.

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Salespeople Must Accelerate Response or Fail

ViewPoint

Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect. The representative opened the call well, searched out the prospect’s needs, addressed concerns/objections nicely, switched to a quick live demonstration, developed rapport, and finally came to the next step.