Email Prospecting Tips & Best Practices
- by Elay Cohen
- April 17, 2017
SalesHood - Sales Enablement Platform
Prospecting is always a hot topic in the world of sales and marketing. We’re always looking for ways to ignite sales teams with tools, best practices, and motivation to find and self-source more qualified sales pipeline.
As we write emails, leave voice mails and develop our prospecting outreach strategies, I’d like to challenge everyone to prospect like a human. Let’s write emails like humans. Let’s leave messages like we’re leaving talking to fellow humans. Let’s engage prospects like they’re humans, rather than records in a lead or contact database.
Put yourself in the shoes of the person receiving the email you are writing and voice mail you are leaving. Ask yourself:
Be mindful of every word, statement, and punctuation you write and say. Less is more. Speak in plain English.
Here are tips to write prospecting emails that project positive, action-oriented human energy:
When leaving voice messages follow the same principles. Don’t forget to smile. Start and end with the person’s name you’re calling to make the voice mail that much more personal and real.
Turn these ideas into action in weekly Sales Huddles. Besides this blog post, there are pre-packaged Sales Huddles on these topics with content, best practices and team-based exercises.
The best way to make these principles scale and stick is to have reps share their emails and voice mails all the time, giving each other feedback. Also, work together as teams to set prospecting goals and celebrate prospecting wins and accomplishments.
If you’re interested in bringing this content and team based exercises to your sales teams, click here to request an invitation to SalesHood. Win as a team. Prospect like a human. Keep it real.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.
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