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7 B2B Sales Strategies to be a Prospecting Superstar

As a sales manager or sales rep, you’ve surely heard broad statements like “Cold calling is dead” or “Cold emails don’t work”. The problem with statements like that is that they’re wrong and usually based on one person’s attempts that didn’t work for them. They do work for the right people who have the right strategies and use the right tools.

Cold calling is alive and well.

Cold emails work.

And when you put the two together as part of your multi-channel sales outreach for Addressable Market Coverage, well, that’s the recipe for sales success.

Read on to learn the changes you need to make to your B2B sales engagement for prospecting success and get ready to rock your conversions.

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What is Addressable Market Coverage?

When you hear the acronym AMC, what do you think of? The movie theater chain? The cable TV station? Here at ConnectLeader, our Director of Inside Sales, Joe Cronin, has coined a new B2B sales and marketing phrase for AMC and you’re one of the first to know about it. Ready?

Addressable Market Coverage.

Read on to learn just what Addressable Market Coverage is and why it’s so important for your sales team.

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What's in a Successful Sales Pitch?

Do your sales reps deal with hang ups on almost every cold call they make? Are they complaining that they aren’t setting enough meetings to meet their quotas? Are you wondering what you can do to help them succeed and keep your revenue strong instead of firing them and hiring new reps? Read on to learn the components of a successful sales hook or pitch that makes the difference between a brush-off and getting that meeting.

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6 Questions to Ask Your Vendor about TCPA Compliance

The Telephone Consumer Protection Act (TCPA) is changing the way companies dial, and with good reason considering that the number of TCPA cases has increased tenfold in the past decade according to WebRecon with 351 cases in 2010 to 3,267 in 2019.

During a recent webinar, we asked Paul Gipson, Director Marketing Compliance Services at CompliancePoint, for the questions companies need to ask their vendors about TCPA compliance. Read on for his take on what you need to ask your vendors about TCPA compliance.

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What is a Sales Dialer?

What a sales dialer is might sound like an easy enough question at first glance. It’s a piece of technology or device you use to place sales calls, right? Yes, that’s the definition of a sales dialer, but there’s more that goes into it than that. Before you choose a sales dialing vendor, read on to learn about the different types of sales dialers and why those distinctions are so important.

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TCPA Compliance and What It Means for Sales Dialing

Have you heard about the Telephone Consumer Protection Act (TCPA) of 1991? If you’re in sales, and calling customers through power dialers, you could be non-compliant and subject to millions of dollars in fines. Yes, millions. Read on to learn what TCPA is, the fines that other companies have received for being non-compliant, and how to ensure your sales dialer is TCPA compliant.

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What is Sales Engagement?

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Do you know what the term "sales engagement" means? Many people, even in the sales world, aren’t sure what it means and often confuse it with "sales enablement." Read on to learn the definition of both terms along with tips on how to improve your sales engagement processes.

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Why Make Cold Calls During a Pandemic?

"No one's picking up the phone during COVID-19."

“People aren’t answering numbers they don’t recognize.”

“What kind of idiot makes a cold call during a pandemic?”

Sound familiar? I see these statements every day on LinkedIn and our sales reps hear them every day in conversations with B2B companies. Read on to learn why a pandemic actually IS the right time to make cold calls and create new business opportunities.

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How Sales Reps can Turn Bad Press Into Good Outbound Calls

It was the video seen around the world: a screaming man with a bloodied face was being 
drag ged by the arms down the aisle of a United Express airliner.   The incident in April of 2017 happened because he refused to give up his seat when asked by United officials. The moment caught by passengers on cell phones went viral — was seen by millions — and created an instant worldwide anger. A public relations nightmare! Calls for boycotts of the airlines and to cut-up the airline’s credit cards went out the next day. And this was United’s second PR disaster within weeks. In March, they had caused a worldwide stir by barring two young girls with leggings from boarding a flight.

 Officials at United said that their attire violated the dress code. Cries of sexism echoed around the world. Calls for boycotts followed. How could a company possibly recover and make anything good come out of a travesty such as that?

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8 Facts You Must Know About Agent Assisted Outbound Dialing: It's not the dial, it's the conversation that counts.

Buying the right product with the right license model avoids downstream hassles.

We’re fortunate to live in a time that has technology solutions for nearly everything. Out of soap? There’s an app for that. Need a ride home? There’s an app for that too. Today, technology helps us solve most of our problems, whether they are difficult or mundane.

But if we can send a vehicle to mars, why can’t we reliably get prospects on the phone when outbound dialing? The expectation of having a live conversation with a prospect has changed radically. Here’s why: For decades, the telephone was the single most useful tool for sales. As telephones became a ubiquitous object on every desk, they became mundane and lost their “#1 useful tool” status.

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About the ConnectLeader B2B Sales Blog

The ConnectLeader B2B Sales blog is written to share productivity tips, tools, news, and other information relevant to managers and senior executives interested in B2B sales productivity, demand gen, inside sales, sales operations, and business development issues.

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