3 Ways to Boost Sales Prospecting Success

Companies that call their prospects with the most targeted, relevant messages win more deals. Those that don’t do the research, or take too much time searching for information will miss out on opportunities. Here are 3 ways to boost results:

1. Get the “Golden Nugget” Before the Call

30 seconds. That’s the most time a caller has to hook the prospect into a more in-depth conversation. Getting the golden nugget to make the hook is critical.  The ideal nugget is a quote from the prospect you are trying to reach, but those are not always easy to find.  If you find one, and it’s relevant, you’re in good shape.  If not, then by combining networking with a smarter way to do research, you can still hit the bullseye.

2. Network – Not Just for Who they know, but for What they know

Using the best research sources can give you some good ideas about what matters to your prospect. Add to that insight by calling other people in the company – perhaps peers or even people that work for the prospect.

• Call other people in the organization not to sell to them, but to understand what motivates your prospect, to get the right hook for that critical call
• Use these calls in conjunction with your company research to truly understand needs at the corporate level as well as what is important to your prospect.

3. A Smarter and Faster Way to do the Research

Everyone knows how important it is do research before calling, but doing research is time consuming, so we often don’t do enough.

If you don’t have access to a business information service, bookmarking your favorite financial research sites can be helpful to quickly gain access to SEC filings and company reports.

Business information services can be a big time-saver (and cost-saver). A good service can offer searchable company profiles, financial metrics, executive biographies, analyst reports, and relevant news – and even pull data directly into a CRM system with the click of a button.  Having more comprehensive research resources speeds up the calling process, allowing companies to reach more prospects with targeted and relevant messages.