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Determining whether a lead is truly cold depends on how many times a sales rep calls the prospect or attempts to make contact through a cold email drip email campaign or other sales and marketing tactics. Calvert says it's a matter of weighing the effort a salesperson puts into a lead versus the size of the opportunity the lead represents. Simply put if sales reps have a chance of closing a great deal if they just manage to connect with a prospect then they should keep making the calls. Calvert says the amount of time you invest in any prospect should be proportionate to the opportunity. Better chance of getting more minutes and staying on the roster longer. It's really that simple. Of course even great opportunities may not pan out and may cost them rep time they don't have.
One thing sales reps can’t waste is time on cold lead ads. Every minute spent trying to warm up leads that will never buy is a minute a rep spends on someone who will. Time is more important than money, Sobzak said. We can make more money than time. Cut the cord and choose the warm lead instead of the cold lead. So when do you kiss a prospect goodbye? Calvert recommends abandoning these types of leads when one or more of the following Email Marketing List situations occurs. The representative has sent the proposal but the expiration date has passed. Calls, emails or social media messages left on the platform went unanswered. The rep made at least two connection attempts per week for four weeks with no response.
The decision maker not the gatekeeper, tells the salesperson no and gives a good reason. Sobczak advises sales reps to try to express no by confronting the prospect in some way to get the answer. Leaving a voicemail and attaching an email is my many attempts to contact you but I'm a little confused because I thought we agreed a solution would benefit you. There's only a few letters of difference between a persistent and a pest and I don't want to cross that line. I understand if this is no longer a priority. Can you simply hit reply on the email I sent and let me know how I should proceed he said. Sobczak says salespeople should make it a habit to ask prospects for answers at every step of the sales process.
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發表於 14:44:14