Prospecting doesn’t tend to be sales reps’ favorite part of their jobs, and if you rely on cold calling to generate leads, it’s no wonder. Cold calls are awkward for the salesperson, annoying for the buyer, and unproductive for the business. There’s really no upside.
With this in mind, I present to you the most valuable sales prospecting tip a modern rep can get: Stop cold calling. Today’s buyers don’t take kindly to spammy salespeople rambling off a generic script.
So what do they respond to? Warm calls. Salespeople who research their prospect before picking up the phone, demonstrate genuine concern about buyers’ specific problems, and freely offer help and guidance are far more successful than their cold calling peers.
The following infographic from AG Salesworks lists 25 bite-sized sales prospecting tips that reflect the new era of inbound sales. Ditch the script, and get hip to the personalization and research game.
Editor’s note: This post was originally published in November 2014, and has been updated for accuracy and comprehensiveness.