| Seven Prospecting Rules that Produce Leads |
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By Brian Carroll, InTouch The phone is still a powerful and effective lead generation tool. It is inarguably the human touch of a lead nurturing program. That’s why every opportunity - including cold calling - should be treated with great respect. Each time you pick up the phone, whether it’s the first or third call, it's important you create value in that touch. Your goal with each call should be to give your prospects something useful in a digestible, bite-size chunk. That being said, the phone must be used as a part of a holistic lead generation strategy. Whether you create a specialized sales development team within the Sales or Marketing groups or hire a firm that specializes in teleprospecting, your cold calling plan must be aligned with all your other ongoing marketing and reputation-building activities. A while back, I was asked to write a guest blog post for the ZoomInfo Sales and Marketing Blog that I titled "7 prospecting rules that produce leads." That little post was so popular that the ZoomInfo folks asked if I would consider teaching a webinar about it...Sorry if you didn't make the webinar. It's done. But I'll post the webinar recording link here soon. There are 7 prospecting rules that should be followed if organizations want to make the best of their efforts:
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