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Successful Strategies for Prospecting

Topics

Lead Management

Sales Management

This event took place on Nov. 10, 2011

Highlights

The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. The question is: What should one’s sales prospecting strategy be? To help answer this question we brought together top Focus sales and marketing experts to talk about the specific tactics that work for sales people today.
In this Roundtable, we will answered the following questions:

How does a salesperson turn a name into a prospect?
How should you handle voicemails and emails?
What are the biggest mistakes sales reps make and what could they have done differently?

Speakers

President

Heinz Marketing Inc

details

Sales/Marketing

Renbor Sales Solutions I...

details

Michael A Brown

President

BtoBEngage

details

Craig Rosenberg

Vice President, Sales an...

Focus.com

details

Participants

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@Focus tweeted

Come check out our #Sales event at 1 pm PT: How Not to Coach Your Salespeople. http://t.co/cqH2citY #FocusSalesRT

@couchm tweeted

Focus Roundtable: Successful Prospecting, don't expect your prospect to sleep with you on the 1st date: http://t.co/vw87b3lD #FocusSalesRT

@saleshorizons tweeted

#Prospecting #Strategies #Roundtable w/ @funnelholic @HeinzMarketing @BtoBEngage and @Renbor http://t.co/mRM3Br15 #FocusSalesRT #sales

@Focus tweeted

RT @BrianJ_Anderson Great webinar on prospecting thanks to @focus Informative, wise advice. 'Recommend it for anyone in business #FocusSalesRT

Craig Rosenberg added a comment

Nice work

Nov. 10, 2011

Reply to this comment

@BrianJ_Anderson tweeted

Great webinar on prospecting thanks to @focus Informative, wise advice. 'Recommend it for anyone in business #FocusSalesRT

@HeinzMarketing tweeted

Nice job @focus and @funnelholic on the prospecting roundtable! #focussalesrt

@dougricesmbiz tweeted

Great prospecting webinar with @focus I highly recommend it for anyone in business! #FocusSalesRT

@larryprevost tweeted

Nuts! The hour is up already. Good material put out at this virtual roundtable on Focus #FocusSalesrt #SalesTraining

@prospexllc tweeted

RT @funnelholic RT @larryprevost You do your research on a company. Do you research your contact as well? #Prospecting #focussalesRT

@polivatwtr tweeted

I'm attending: Successful Strategies for #Prospecting http://t.co/R7TK9D66 w/ @Funnelholic @HeinzMarketing @Renbor @BtoBEngage #FocusSalesRT

@larryprevost tweeted

RT @funnelholic RT @HeinzMarketing Six next steps when your sales prospect goes dark http://t.co/UQhOrWDK #focussalesrt

@LaurenEHarper tweeted

Don't only mix the messages, but mix the media you use to contact prospects. - Michael A Brown #FocusSalesRT #sales

@bereanopartners tweeted

"@funnelholic: RT @HeinzMarketing Six next steps when your sales prospect goes dark http://t.co/VGvf6D4T #focussalesrt"

@LaurenEHarper tweeted

RT @HeinzMarketing Six next steps when your sales prospect goes dark http://www.heinzmarketing.com/2011/04/six-next-steps-when-your-sales-prospect-goes-dark/ #focussalesrt

@funnelholic tweeted

RT @HeinzMarketing Six next steps when your sales prospect goes dark http://t.co/37XMDset #focussalesrt

@HeinzMarketing tweeted

Six next steps when your sales prospect goes dark http://t.co/nM1ymax1 #focussalesrt

@MZazeela tweeted

RT @HeinzMarketing Effective voicemails must be short, personalized, urgent, and offer something of immediate value to the recipient. #focussalesrt

@LaurenEHarper tweeted

Don't ask ppl to call u back in your voicemails. Rather ask them to visit your site or another tangible action. -Michael Brown #FocusSalesRT

@dougricesmbiz tweeted

RT @HeinzMarketing Effective voicemails must be short, personalized, urgent, and offer something of immediate value to the recipient. #focussalesrt

@larryprevost tweeted

This is not a numbers game. You have to look at the ratios to be effective. #focussalesrt #sales

@HeinzMarketing tweeted

Effective voicemails must be short, personalized, urgent, and offer something of immediate value to the recipient. #focussalesrt

@larryprevost tweeted

Cold calling is not dead, but it is done poorly. #focussalesrt #salestraining

@dougricesmbiz tweeted

RT @larryprevost When I hear "cold calling doesn't work" what they mean is "I don't know how to do it". Engage your contact. #focussalesrt

@funnelholic tweeted

RT @larryprevost When I hear "cold calling doesn't work" what they mean is "I don't know how to do it". Engage your contact. #focussalesrt

@larryprevost tweeted

When I hear "cold calling doesn't work" what they mean is "I don't know how to do it". Engage your contact. #focussalesrt

@stevenMconnolly tweeted

When I hear that cold calling doesn't work, it usually means that they don't understand what cold calling really is. #FocusSalesRT

@LaurenEHarper tweeted

The research you do on a prospect gives you the launching pad but doesn't serve as the rocket itself. - Michael A Brown #sales #FocusSalesRT

@dougricesmbiz tweeted

Great point! Reseach is for the purpose of asking the right questions! @b2bengage #FocusSalesRT

@larryprevost tweeted

Group your calls along a particular commonality, like grouping your door-to-door according to location. #focussalesRT

Events

Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
The Tricks to Paid Media June 6 @ 11 am PT
Display Advertising for Brand Awareness June 20 @ 11 am PT

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