September 10

7 prospecting rules that produce leads

Inside Sales


Need to improve your teleprospecting efforts? Check out my guest post for ZoomInfo, a blog that offers advice on all aspects of sales and marketing.  The site features industry news, analysis, and surveys. And, from time to time they let folks like me put in my two cents worth. I was happy to contribute with “7 prospecting rules that produce leads.”

I agreed to contribute to ZoomInfo with this topic because I believe very strongly in the power of the phone. The phone is the human touch of a lead nurturing program. Here are a few pointers to think about as you read the article:

  • Every opportunity – including cold calling or lead follow-up – should be treated with great respect. Whether it’s the first or third call, it’s important to create value by giving your prospects useful info in bite-size chunks.
  • It’s imperative that cold calling become part of a holistic multi-channel lead generation strategy. Create a specialized sales development team within the sales or marketing group or hire a firm that specializes in teleprospecting. Your cold calling plan must be aligned with other outbound and inbound marketing and reputation-building activities.
  • Your teleprospectors must be smart, articulate, engaging and organized. Their training should focus on making them productive and sustainable extension of the selling effort.

Here’s the link to “7 prospecting rules that produce leads.” I look forward to reading your comments.

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About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing.

He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

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