Make your conversations matter by asking the right questions, understanding rebuttals, and treating your prospects like people. Once you’ve got all that figured out, then you can worry about follow up.
In any professional situation, whether it be interviewing, cold calling, or working to persuade a prospect to adopt a new strategy, think about the answers you want. Take a hard look at the questions you ask most frequently and rework them in a way that will make your interviewers/prospects think. This requires some creativity, so have fun with it!
Inbound and Outbound activities are both equally important to the success of an organization’s sales efforts. What isn’t equal is how the two should be measured - both from a goals standpoint and the level of activity put in by your reps. By looking at the two as separate means to a deal’s end, you can better manage and measure the success of your sales development teams.
Inbound leads can be a valuable source of revenue for your business - when handled correctly. Driving the right leads to your site and hitting them with the right message is key in converting those prospects in dollars. Having a strong strategic inbound team in place will ensure these leads get the proper care and attention.