Visit Freshworks.com Visit Freshworks
#CommunityChat

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting
Show first post

61 replies

Tibor
Rank
Userlevel 4
Badge +2

@Sonali18 I don’t worry much about industry, to me the way copier companies sell is almost the same as wireless companies.  As an example, I look for companies in industries that are not growing, but the company wants to grow revenue.  Their best shot is to win competitive business, but they do not want to discount, so how do they grow?  If you think of transport, telephone, cloud, all have this same attributes.  Then as I said in another comment, test their ability to make decisions.

alyssia.correa
Rank
Userlevel 7
Badge +7

My other question for @Tibor and the community is - What are some of the common mistakes that can be avoided while qualifying leads? 

Ally, Freshworks Community Manager
Manasa Kumar
Rank
Userlevel 3
Badge +4

My question is - How much communication is too much when initiating conversations with a prospect? There is a fine line between over-communicating and being pushy. How do you keep that balance?

I look out for some signals from the lead. And trusting my gut. For instance, the lead may have downloaded an ebook I have shared, and opened an SMS. These signals can be tracked with a CRM quite easily. But if they continue to ghost me in spite of multiple follow-ups, then they are probably not the right target audience. 

Tibor
Rank
Userlevel 4
Badge +2

@Jadespire45 I believe you need to review all your wins, losses, and no decisions.  You’ll begin to see commonalities.  We use a tool called 360 Degree Deal View.  Happy to make it available ding my email.

 

Once you see what people responded to in the past you can continue to fine tune the front end.

S
Rank
Userlevel 2
Badge +1

Q2 - Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it? 

You need to map out the buying cycle, from completely not in the market Status Quo, to those ready to buy.  You’ll find three segments, and each one has to be addressed differently.  Think of it as having the ability to speak multiple languages.  

 

I then test “which language they speak”, and prioritize accordingly.  The key is to remember that if you are talking to someone a year away from buying, they are likely not interested in product info, they are looking for insights in context of where they are vis-a-vis their decision.

If their ‘language’ coneys their high sense of urgency = higher up your prospects priority list 💯

Tibor
Rank
Userlevel 4
Badge +2

@alyssia.correa I think you can be more aggressive than your gut tells you.  Ask yourself, who call you Monday morning, if you can’t remember, then how do expect the prospect to remember.

 

I find you can be persistent, as long as you bringing value.  Think about a successful outcome you delivered and see if you can make a story from it.  Once you do, then tell your story in small pieces; no product, just the next chapter of the story of success.

rashmi.nag
Rank
Userlevel 7
Badge +9

My question is - How much communication is too much when initiating conversations with a prospect? There is a fine line between over-communicating and not at all. What is a good balance to have? 

I believe there is definitely a fine line between professional persistance and annoyance, as I learnt this from someone. So I think the best communication is when you truly listen to understand and not listen to respond. Also while prospecting , whatever metrics we follow, we should always make sure that the prospect talks more and we listen, and then communicate. It should definitely follow a 70- 30% 

@Rituparna - The 70-30 rule is definitely a good point! Listening is key and knowing when to identify potential questions/ challenges etc. that can be addressed is again something that comes with practice.

Cheers, Rashmi || Team Freshworks
alyssia.correa
Rank
Userlevel 7
Badge +7

My question is - How much communication is too much when initiating conversations with a prospect? There is a fine line between over-communicating and being pushy. How do you keep that balance?

I look out for some signals from the lead. And trusting my gut. For instance, the lead may have downloaded an ebook I have shared, and opened an SMS. These signals can be tracked with a CRM quite easily. But if they continue to ghost me in spite of multiple follow-ups, then they are probably not the right target audience. 

 That makes sense @Manasa Kumar ! Thank you for sharing. I’m my experience I believe it also boils down to timing with certain leads. Its potentially important to understand when to let go and revisit as well. 

Ally, Freshworks Community Manager
rhea.desouza
Rank
Userlevel 7
Badge +9

We’re mid-way through the session. 🎉 Your next question is here:

Q3: Prospects can be reached out to via email, social and cold calling. What form of communication works best for you? What are some tips to start a conversation with a prospect?

Begin your answer for this question with A3 or click on ‘quote’ below

Cheers | Team Freshworks Community
rashmi.nag
Rank
Userlevel 7
Badge +9

Question from me: Is it okay to revisit disqualified leads or to continue nurturing them? If yes, what are some steps to do it?

Cheers, Rashmi || Team Freshworks
Tibor
Rank
Userlevel 4
Badge +2

@Srilakshmi I don’t think you should look at things that way.  I think you need to continue to communicate with all.  The folks you describe are what I call Passively Looking.  This is a great opportunity to influence their thinking.  You need to leave your product in the car, and lead with your subject expertise.

alyssia.correa
Rank
Userlevel 7
Badge +7

My question is - How much communication is too much when initiating conversations with a prospect? There is a fine line between over-communicating and not at all. What is a good balance to have? 

I believe there is definitely a fine line between professional persistance and annoyance, as I learnt this from someone. So I think the best communication is when you truly listen to understand and not listen to respond. Also while prospecting , whatever metrics we follow, we should always make sure that the prospect talks more and we listen, and then communicate. It should definitely follow a 70- 30% 

@Rituparna I love the 70-30% example! And I couldn’t agree more - always listen more than just communicating! Thanks for sharing.

Ally, Freshworks Community Manager
Tibor
Rank
Userlevel 4
Badge +2

Q3 - I try to go across the board, I don’t know what their preferred communication mode is, so we need to teat all until they show a favorite.   

 

I tend to start with things that current customers told me they are able to achieve as a result of working with me.  I use that to dangle concepts in front of prospects, and see who reaches and for which element.

Manasa Kumar
Rank
Userlevel 3
Badge +4

We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation.

Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it?

To answer this question, start your answer with A2 or click ‘quote’.

Qualifying need not necessarily be like catching fish in a pond. You can get lucky every time, if you look for the right signals. 

  1. Engagement level with your business - Are they interested in your offering? Are they coming back for more information? Do they believe your product will solve for their problems?Engagement levels are easily available in a CRM. Scores are automatically assigned to leads based on their engagement with my business. 
  2. Are they similar to your existing customers - If they fit your ideal client profile, then they most likely will be interested in your product. How will you know this information?  - Ask qualifying questions such as:
  • What is their current budget? 
  • Who are the gatekeepers? 
  • What challenges do they face?
  • When do they need it?

 

 

Tibor
Rank
Userlevel 4
Badge +2

@rashmi.nag revisiting disqualified prospects is a must.  They may have different projects on the go, could be a question of contracts, or many other things.  But always revisit these disqualified prospects.  

alyssia.correa
Rank
Userlevel 7
Badge +7

Question from me: Is it okay to revisit disqualified leads or to continue nurturing them? If yes, what are some steps to do it?

Hi @rashmi.nag - Absolutely! In one of my previous comments I mentioned timing - sometimes timings is a key factor as to why a lead cannot proceed - sometimes it could be that their business requirements are not aligned, they have a lock-in period with another vendor- what I have done is to keep a mark on certain important leads and keep in touch from time to time, even if just generally! Some where through the process, an opportunity presents itself and you could have converted that lead into a customer!

Ally, Freshworks Community Manager
R
Rank
Userlevel 2
Badge

We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation.

Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it?

To answer this question, start your answer with A2 or click ‘quote’.

A2 So these are the ways I know we can qualify prospects, 1. Organisation level Qualification- Which If your company has buyer personas, reference them when qualifying a prospect. Does the buyer match the demographics of a given persona. Which industry the prospect belongs to , whats the company size, does the account fit the requirements 

  1. Opportunity Level- Does the prospect know about our solution, is product aware or problem aware or solution aware atleast ? 
  2. Budget - This comes at a later stage maybe but to still have an idea would be great
  3. Authority/Stakeholder- Who would be the key decision maker , and how would they take it up ahead
  4. Timeline- What is the time frame they are looking to avail the solution
Tibor
Rank
Userlevel 4
Badge +2

We’re mid-way through the session. 🎉 Your next question is here:

Q3: Prospects can be reached out to via email, social and cold calling. What form of communication works best for you? What are some tips to start a conversation with a prospect?

Begin your answer for this question with A3 or click on ‘quote’ below

I find the most effective way to start a conversation is by providing an example of an outcome.  They always told us not to look at the last page of a novel.  I am saying the prospecting call should start with the end of the book, if they like that the rest of the story is straight forward.  Foocus on the end, not the means.

S
Rank
Userlevel 2
Badge +1

We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation.

Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it?

To answer this question, start your answer with A2 or click ‘quote’.

Qualifying need not necessarily be like catching fish in a pond. You can get lucky every time, if you look for the right signals. 

  1. Engagement level with your business - Are they interested in your offering? Are they coming back for more information? Do they believe your product will solve for their problems?Engagement levels are easily available in a CRM. Scores are automatically assigned to leads based on their engagement with my business. 
  2. Are they similar to your existing customers - If they fit your ideal client profile, then they most likely will be interested in your product. How will you know this information?  - Ask qualifying questions such as:
  • What is their current budget? 
  • Who are the gatekeepers? 
  • What challenges do they face?
  • When do they need it?

 

 

Well said, Manasa. Thanks for this 

Manasa Kumar
Rank
Userlevel 3
Badge +4

We’re mid-way through the session. 🎉 Your next question is here:

Q3: Prospects can be reached out to via email, social and cold calling. What form of communication works best for you? What are some tips to start a conversation with a prospect?

Begin your answer for this question with A3 or click on ‘quote’ below

I think LinkedIn helps reach decision makers in a professional setting. Instead of directly pitching, what’s worked is: 

  1. Following the decision-maker 
  2. Showing genuine interest in their industry and posts 
  3. Engaging and introducing yourself 
  4. Once they are familiar with you, you can draw attention to your offering and how it specifically helps them 
S
Rank
Userlevel 1

@Srilakshmi I don’t think you should look at things that way.  I think you need to continue to communicate with all.  The folks you describe are what I call Passively Looking.  This is a great opportunity to influence their thinking.  You need to leave your product in the car, and lead with your subject expertise.

Thank you so much for answering :)

 

S
Rank
Userlevel 1

We’re mid-way through the session. 🎉 Your next question is here:

Q3: Prospects can be reached out to via email, social and cold calling. What form of communication works best for you? What are some tips to start a conversation with a prospect?

Begin your answer for this question with A3 or click on ‘quote’ below

I find the most effective way to start a conversation is by providing an example of an outcome.  They always told us not to look at the last page of a novel.  I am saying the prospecting call should start with the end of the book, if they like that the rest of the story is straight forward.  Foocus on the end, not the means.

How effective is social media when it comes to prospecting? Is it important to track social mentions of your business and engage with prospects there? Or is it best to use social media as a tool to see if prospects fit your ICP?

Tibor
Rank
Userlevel 4
Badge +2

We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation.

Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it?

To answer this question, start your answer with A2 or click ‘quote’.

Qualifying need not necessarily be like catching fish in a pond. You can get lucky every time, if you look for the right signals. 

  1. Engagement level with your business - Are they interested in your offering? Are they coming back for more information? Do they believe your product will solve for their problems?Engagement levels are easily available in a CRM. Scores are automatically assigned to leads based on their engagement with my business. 
  2. Are they similar to your existing customers - If they fit your ideal client profile, then they most likely will be interested in your product. How will you know this information?  - Ask qualifying questions such as:
  • What is their current budget? 
  • Who are the gatekeepers? 
  • What challenges do they face?
  • When do they need it?

 

 

Well said, Manasa. Thanks for this 

A2 - I think the biggest factor is propensity to change.  I find the best way to deal with that is to get them to talk about a similar purchase they were involved recently.  You learn about how they evaluate things, and their willingness to change.  If they always go through the process and end up buying the same, they are stuck.  But if they describe how they are always looking for ways to improve, and describe how they are always will to beta things, then you have a better situation to work with.

rhea.desouza
Rank
Userlevel 7
Badge +9

It’s time for the last question - question no. 4!

Q4: Metrics are key to success. But what metrics must be captured while handling prospects and how often?

To answer this question, start your answer with A4, signifying the answer for Q4.

Cheers | Team Freshworks Community
Tibor
Rank
Userlevel 4
Badge +2

We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation.

Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it?

To answer this question, start your answer with A2 or click ‘quote’.

Qualifying need not necessarily be like catching fish in a pond. You can get lucky every time, if you look for the right signals. 

  1. Engagement level with your business - Are they interested in your offering? Are they coming back for more information? Do they believe your product will solve for their problems?Engagement levels are easily available in a CRM. Scores are automatically assigned to leads based on their engagement with my business. 
  2. Are they similar to your existing customers - If they fit your ideal client profile, then they most likely will be interested in your product. How will you know this information?  - Ask qualifying questions such as:
  • What is their current budget? 
  • Who are the gatekeepers? 
  • What challenges do they face?
  • When do they need it?

 

 

Well said, Manasa. Thanks for this 

A2 - I think the biggest factor is propensity to change.  I find the best way to deal with that is to get them to talk about a similar purchase they were involved recently.  You learn about how they evaluate things, and their willingness to change.  If they always go through the process and end up buying the same, they are stuck.  But if they describe how they are always looking for ways to improve, and describe how they are always will to beta things, then you have a better situation to work with.

A3 - I find that the four things above, budget, person, challenges, timing, are all things that can be addressed even when the may seem absent at the start.  Can they make a decision?  That’s key.  And it is rarely a power question, but an ability question.

Reply


Terms of UseCookie settings