Sales Prospecting Perspectives

That’s why, before I send our clients a list, I do a separate scrub of my own to make sure all criteria has been met and there isn’t any confusion. Here are the questions I ask prior to importing a list for a new client. 

Preparing for a client call in B2B sales takes a minimal amount of time and can greatly impact the quality of your client relationship. What time is the call scheduled? Who will be included? What are the topics that will be discussed? What reports do you need to pull? These are just a few simple questions you can ask yourself to feel better prepared before you hop on a call with your client. Here are some of my best tips for preparing for client calls, as well as a sample client call itinerary.  

The Details

Being punctual for a client call is extremely important. If possible, set a reminder ten to fifteen minutes before the call. This way, you can organize your materials and thoughts. You can also use the time to check your inbox for any last-minute updates. Make sure you know who will be included on the call, and, most importantly, how the call will be facilitated. Are you calling into a conference bridge? Do you have the appropriate technology available needed for the call?

If you work in outsourced B2B lead gen, you know this moment in a conversation all too well:

Sales Partner: Can you tell me what criteria you want us to follow when procuring data?

Client: Well, we want only C-level executives, in companies with over 250 million in annual revenue.  Our sales reps won’t take calls with anyone who has a lower title.  What’s the point if they’re not the ones who will sign off on the budget?  We don’t want to waste our time with Managers or Directors.

And there you have it.  You’ve just been “C-Bombed.”  

Sales Prospecting Perspectives is pleased to bring you a guest blog by Donato Diorio, CEO of RingLead.

Referral selling is all about helping you acquire new customers by utilizing a crucial asset: your past and existing customers. It can be one of the most effective sales strategies because the referral from a satisfied customer provides you with credibility and opens doors.

Referral selling starts from the top and impacts the entire organization. It’s a cultural shift where everyone is focused, passionate, confident and ready to sell. Improve sales prospecting by implementing referral selling. 

Sales Prospecting Perspectives is pleased to bring you a guest blog from Colleen Francis, 

After three years of selling products and services at the same prices, your company decides a change is in order. It’s time to make a few price increases to better reflect the current market and rising costs.

Of course, any time prices go up, sellers are bound to hear complaints from long-term customers. Some companies, in fact, believe regular clients should be exempt from price increases altogether, that there should be a reward for loyalty in the client relationship. And yet there are several other pricing methods that businesses employ as well.

The key factor in all these cases, of course, is providing advanced notice of your company’s plans. Pricing surprises are never a good thing in sales!