Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison, a Business Development Representative at AG Salesworks.
As an inside sales rep, the majority of my prospecting has been encompassed around cold calling. But as of recently, my client has been having my team follow up with warm, inbound leads. My role is to connect with recent trade show attendees, webinar attendees, prospects that have responded to email promotions, or downloaded whitepapers from my client’s website. Many of the "prospects" I communicate with are already my client’s customers. My goal is to follow up with them and find out what their current IT initiatives are and if they are evaluating my client’s additional solutions. When prospecting warm leads, the strategy and process is much different from the typical cold calling campaign. Therefore, here are few tips for prospecting inbound leads.
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