EP Huddle #50
Engaged Prospect is often asked two questions regarding contact lists and leads. 1) People mistake our work as an inside sales outsourcing company as simply giving our clients a list of contacts that they can call and try to sell to. That's not what we do. Learn More. 2) We're also asked, "how do you get your contact database to prospect for new business for your clients (or for yourselves)?" Here's how.
Building a contact list and finding the right targets is one of the most important things a company can do for its salespeople. Many companies require the sales team builds a list themselves. While this is sometimes the only way to generate new contacts, this activity is also a time commitment that takes salespeople away from having conversations and selling.
Here are six tips for generating contact lists to help drive conversations and new business.
As a team:
Discuss with your marketing and IT teams how you can better develop contact lists for your sales team. Talk with your sales team about their own contact generation. Ask them how much time they're spending "harvesting" leads from online websites. If the answer is more than 10% of their time, you need to implement the above six steps. Too much time away from actual selling is costing your company a lot of money.
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