Once you’ve narrowed down your leads list, it’s time to make contact. You can email or cold-call prospects, but many salespeople also use LinkedIn. The best channels to use may depend on people’s habits within your target industry.
It’s helpful to use a more detailed checklist or a conversation script to evaluate customers during this step (see section below). Ask your sales manager or sales operations leader if they have one you can use as a jumping-off point. If they don’t, consider developing one from your own experience or using generative AI tools, such as Salesforce’s Agentforce, to create one for you.
Keep in mind that when leads are cold, you may find more success by starting a conversation with valuable insights the lead can connect with. For example, you can talk about things you’ve read in the news afghanistan phone number list about them or ask about their challenges. Start vetting your prospects only after establishing a rapport.
3. Confirm the point of contact
At this point, you’ve assessed your lead and confirmed that it’s a worthy target. Now it’s time to continue the sales conversation and ensure you’re talking to the right person. To make a sale, you have to speak to the person in charge of purchase decisions. Find out who that person is and get their preferred contact information.