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Sales prospecting is possibly one of the single most vital sales tools to increase your organizational revenue and hit your annual goals. That said, many organizations struggle with prospecting successfully and keeping their salespeople closing big deals. 

ABM Desk has extensive sales prospecting experience. As a result, our company generates high-quality sales leads for organizations through our prospecting efforts. 

Use these ten sales prospecting tips to set your team up for success as you head into the new year.

  1. Identify your target 

It’s not enough to pick one aspect of your target, such as the number of employees, and start making phone calls. 

It’s best to look at who you are currently working with, why they chose you, how you’ve helped them, and their current demographics. 

Utilizing client profiles that you are already working with to target your next best prospects will save you a lot of time. Additionally, you’ll be able to share some valuable success stories with them along the way.   

  1. Procure a high-quality lead list 

Make sure you have a high-quality data source. Ask around if you don’t know of one or haven’t worked with one. Using a poor-quality list is time wasted and money down the drain.  

  1. Outsource your outreach 

Your salespeople already have a lot on their plate. You may even be understaffed at the moment. The last thing you want to do is add sales prospecting to the list of to-do items. That said, companies like ABM Desk perform prospecting programs successfully for hundreds of organizations. 

Find an outsource provider with experience and a solid track record. Engage them and allow them to supply your sales team with high-quality prospects to keep closing and building growth within the organization.  

  1. Fine-tune your messaging

 It’s not what you say; it’s how you say it, right? Total bologne! It is what you say and how you say it.

Make sure you take time to develop a solid value proposition that your team can present to your prospects. It should be quick, captivating, and express real value. 

Once your team starts delivering the message, listen carefully to your prospect’s engagement and fine-tune it from there.  

  1. Create a Cadence 

How are you spreading your outreach? Are you calling four times a day and then not reaching out for another week? A consistent cadence is essential. 

Create a strategy of how and how often you will try and reach out to your contacts. This will ensure your company is always top of mind.  

  1. Use multi-channel connections 

 In addition to how often you are contacting your sales prospects, you need to consider how you are reaching them. Use a combination of phone, email, text, and social media to make the connection. 

  1. Create a smooth transition for lead transfer 

 So you’ve decided to outsource your sales prospecting. Great idea! When generating leads, seamlessly hand off to the next phase of the relationship to engage with your inside sales professionals. 

Ensure you have a method for transferring hot leads, and immediate follow-up when transferring is not an option. Consider scheduling a virtual appointment.  

  1. Measure your Results 

 As a data-driven organization, we make decisions based on proof in the numbers. You need to ensure you have a method to measure results and have the ability to track successes. 

Identifying trends will be essential to making decisions that will impact results. Remember, if it can’t be measured, it doesn’t exist.  

  1. Create Feedback Loops  

Once sales prospecting begins, you and everyone else on the team will want immediate feedback. Teams will want to know how they sound, what prospects are saying, what they like, what they do not like, the quality of the leads, and what may need to be adjusted.

These items are important, and you must have a system in place to provide immediate feedback to all stakeholders.

We consistently host monitoring sessions with our clients and review reporting trends. Additionally, we involve our callers in roundtable discussions to give our clients real-time feedback.  

  1. Have a strategy for continual improvement 

 Checkpoint and benchmarks are critical. Before you begin, you need to understand where you want to go, how you will get there, and how long it should take you. 

Map these items out for the team and evaluate them often. It would help if you used each checkpoint as a chance to adjust and continually improve your sales prospecting process.  

If you need help hitting your sales goals, give us a call at 1-800-963-2889 and press 1 for sales. Or email me at [email protected]. We’d love to help!

Bajric Sanel is the Director of Client Engagement at ABM Desk. Sanel is responsible for ensuring innovation and key initiatives are accomplished for each ABM Desk client on an ongoing basis.  Sanel’s deep background in call center management, including training, operations management, and his recent role as Director of Operations for ABM Desk, is skillfully leveraged to produce better results for each client’s outsourced call center budget dollar. Sanel is a hands-on leader and he loves to win!  Sanel can be reached at [email protected] or 302-330-5146. 

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