Public Relations & Social Marketing Insight

Salespeople shouldn’t send “just checking in” emails for one very simple reason: They don’t work. Buyers feel like the rep is virtually poking them, making them reluctant to answer. Not only do “checking in” messages rarely garner responses, they can even turn prospects against their senders.

But reps still need a way to get in touch with buyers who’ve gone dark. Enter these 23 email templates.

These “just checking in” alternatives simultaneously add value to the prospect while putting the salesperson back on her radar. She’ll want to restart the sales conversation -- so it’s a win-win....

How often do you get a call from a prospect you’ve never spoken to before who says, “I love your service and it’s the perfect fit for my business. Where do I sign?”

Probably not that often.
That’s where persuasion comes in. Some deals are easier to close than others, but all sales conversations will involve some degree of persuasion -- even if both salesperson and buyer know your offering is the best choice.

It’s not easy -- if persuasion were simple, far more than one-third of all salespeople would make quota. But adopting the techniques below can make you more convincing, and influence prospects to buy....

It’s incredibly rare that a prospect responds to a salesperson’s first outreach attempt. This necessitates following up … and following up on your follow ups.

But how many prospecting touchpoints should salespeople make before they call it quits? When should they send these messages? And should they email, call, or reach out in another way? The “how,” “when,” and “what” of following up is important to get right if a rep hopes to snag the buyer’s attention and make a sale.

Here’s a guide that can help you optimize your prospecting process and significantly improve your response and connect rates, even with no changes to the content of your messaging.

If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the most well-known -- not to mention oldest -- selling systems. SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes.

You can use SPIN principles along with your current sales methodology. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into your product’s features. (Many of SPIN’s principles align well with inbound sales.)

To help you implement the most useful tips, aspects, and templates from SPIN Selling, we’ve put together the following guide:...