Sales Prospecting Articles

  • Ask The Right Questions

    Not Getting the Right Response? Maybe You’re Asking the Wrong Questions

    May 28, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of VauleSelling Associates. No sales professional forgets a cringeworthy conversation. Whether riddled with radio silence or endless awkwardness, these clumsy chats speak to a disconnect that oftentimes is avoidable. Maybe you weren’t well prepared or maybe the busy executive who took your call...

  • #SmallisMighty

    Sales Prospecting in the Age of Digital Relationships: 3 Essential Techniques for SMBs

    May 8, 2019

    Editor's Note: This post was originally published on our SMB blog.  A genuine smile and a firm handshake: these two ingredients were once part of a reliable relationship-building recipe in sales. But today, with so many of our interactions and engagements taking place in the digital space, such classic personal touches are fleeting. How can we recreate this...

  • Sales Outreach Email

    This Week’s Big Deal: Crafting the Perfect Outreach Email

    April 22, 2019

    Twelve million. That’s how many outreach emails were analyzed by Backlinko and Pitchbox for their new study, designed to determine what’s working and what is not in today’s environment. “We looked at subject lines. We looked at personalization. We even looked at follow-up sequences,” says Backlinko Founder Brian Dean. What did this deep dive uncover? We pored...

  • Discovery Calls

    10 Tips for Successful Discovery Calls In Sales

    April 2, 2019

    This guest post was contributed by Chris Orlob, Senior Director-Product Marketing at Gong.io.  Discovery calls set the trajectory for...

  • Asking Questions

    Don’t Be Nervous Asking Anxiety Questions

    March 28, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. Ever had a hot lead suddenly go cold?...

  • How To Write A Sales Article

    Salespeople, Here’s Your Quick and Easy Guide to Writing a ...

    March 21, 2019

    Editor’s Note: This guest post was contributed by Robert Knop, CEO, Assist You Today. More and more LinkedIn users are writing...