Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

by Aaron Ross

Top Six Prospecting Mistakes Reps Make 1. Expecting instant results When targeting companies that have multiple people involved in decisions (often a couple hundred employees and up), it can take 2-4 weeks, or longer, just to develop a new qualified opportunity. 2. Writing long emails Long emails can be hard to process – especially when so many people read them on mobile phones. Can someone read and respond easily to your email on a cell phone? Make it easy for them by asking a single simple question. Also in email (or by phone), state simply why you are reaching out – and be honest! You really don’t need to be tricky. The truth is the most persuasive form of marketing. 3. Going wide, not deep Hitting 100 accounts once instead of 10 accounts 10 times each. 4. Giving up too quickly at ideal targets Don’t give up on working to understand if there is a fit or not until you get a “no” from the real decision-maker. Be “pleasantly persistent.” 5. Not giving up quickly enough at non-ideal targets Persistence is valuable, but it’s a double-edged sword. Being persistent with prospects that aren’t a good fit is a waste of time. 6. Depending on activity metrics rather than a proven process “Dials per day” isn’t nearly as useful as tracking “call conversations per day” or “appointments per week”. What’s your step-by-step process and waterfall? Measure results that are proven to lead to revenue instead of throwing lots of activity at a goal.