The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

by Mark Roberge

use this contextual approach to prospecting. Understand your prospects' context by reviewing the way they found you, the blog article they read, the ebooks they downloaded. From these actions, the salesperson can infer the prospects' specific interests. Share content related to these interests. Tailor the content to the size of their business, their industry, or their role. Instead of suggesting the next step be a demo of your product, suggest a free consultation on whatever topic will pique their interest. Ask one of your internal experts to help. Send your expert's bio to the prospect and offer to connect them on a call. There is so much opportunity to engage with the prospect in a contextual way.