In this Q&A webinar on prospecting, Fabien Comtet, CEO of KESTIO, will answer all your questions about commercial prospecting during this complicated period.
He'll be answering a very specific question on the subject of sales prospecting: How do you develop a bond and interest with prospects when they seem unreachable and untouchable?
Today's customers make sales prospecting more difficult
Customers are less available and more suspicious of sales actions. In 2007, it took an average of 3.7 cold call attempts to reach a prospect. Today, it takes 8.
What's more, among B-to-B buyers, 80% think that salespeople don't understand their business.
Today, it's vital for companies to understand the keys to sales prospecting.
To begin with, Fabien Comtet invites you to ask yourself a question: In the current period, if you were in your prospect's shoes, would you be interested and ready to buy your product or service?
Watch this webinar to discover the best possible answer.
Questions about commercial prospecting
"Should you prospect via digital?"
"How do you interest a prospect who doesn't need more suppliers than he already has? "
"How do I reach people who telecommute? You'll reply by email, but the email may or may not be read and we need an exchange."
"Should we prospect 'in the hard' on our target (emailing, calls, ...) or go towards more qualified prospects (having shown their interest in our subject on social networks, for example)."
If you'd like to know the answers to all these questions, we invite you to watch this webinar in which Fabien Comtet answers all your questions about commercial prospecting.
Sales prospecting: Lead Generation
It's essential to know what phase of interest your prospect is in.
The question to ask is: am I waiting for him to have a need, or am I generating or stimulating interest?
Here are the different contact phases to consider when developing your sales prospecting strategy:
- Awareness: the aim of sales staff is to attract
- Consideration: salespeople's objective is to convert
- Purchasing: salespeople's objective is to sell
- Usage: sales reps aim to build loyalty
To find out more, we invite you to read this article on 6 levers to activate to stay in control of your sales success.
