Don’t just focus on outreach. Make it easier for prospects to find you by building up your public profile. This worked so well for Elyse Archer, CEO and Founder of She Sells, that she had a reliable stream of prospects knocking on her door shortly after she started her sales coaching business.
If you’re ready to build your brand, Archer suggests writing down questions that your target customers might have, and answering them online (for example, on LinkedIn, YouTube, podcasts, and blogs.) “I make a list of 52 questions,” Archer said, giving advice on how to improve the sales cycle. “Once a week, I go on social media and answer one question. That’s a year’s worth of content mapped out, and you can answer those questions in 20 minutes.”
3. Use AI to help you prioritize your leads
Sellers spend almost 10% of their week prioritizing leads and opportunities. Using AI to do this for you frees up more time to sell. And in most cases, AI simply does it better.
You can use a tool like Sales Cloud Einstein to rank all of your leads with Opportunity Scores that accurately predict their likelihood of closing. This helps you focus on the hottest leads. Just look at the leads with the highest scores, together with the positive and negative factors behind each score, to understand why certain leads are worthy of your time. Then, get to work reaching out.
4. Perfect the cold call
Cold calling accounts for up to 50% of new deals. Still, many sellers afghanistan phone number list avoid cold calling because it comes with rejection. The good news is that a few simple cold calling tips can help you overcome this fear and say, “Bring it on!” to cold calling.
First, pull up that buyer persona previously discussed. Second, pull up case studies that show the return on investment (ROI) that current customers are achieving. Finally, write up a cold calling script that brings together the pains and goals of your target customer with the results of your real customers.