In this KESTIO Q&A webinar on Prospecting, Fabien Comtet, CEO of KESTIO, will answer all your questions regarding sales prospecting during this very challenging period.

It will address this specific problem regarding sales prospecting: How to develop the connection and interest of prospects when they seem unreachable and untouchable? 

Today's customers make sales prospecting more challenging 

Indeed, the client is less available and more wary of commercial actions. In 2007, it took an average of 3.7 cold call attempts to reach a prospect. Today it takes 8.

In addition, among B2B buyers, 80% think that salespeople do not understand their business.

Therefore, it is now essential and vital for companies to understand the keys to commercial prospecting.

To begin, Fabien Comtet invites you to ask yourself a question: In the current climate, if you were in your prospect's shoes, would you be interested and ready to buy your product or service? 

You can discover the best possible answer by watching this webinar.

KESTIOs about sales prospecting

“Should we prospect through digital channels?” 

“How do you interest a prospect who doesn't need more suppliers than they already have?”

“How do you reach people working remotely? You might answer by email, but emails may or may not be read, and we need a discussion.”

“Should we prospect 'the hard way' on our target (emailing, calls, etc.) or go to more qualified prospects (who have shown their interest in our subject on social networks, for example).”

If you want to know the answers to all these questions, we invite you to watch this webinar in which Fabien Comtet answers all your questions about sales prospecting.

Sales prospecting: Lead Generation 

It is essential to know in which phase of interest your prospect is.

The question to ask is: do I wait for them to have a need, or do I generate or stimulate interest? 

Here are the different phases of contact to consider when developing your sales prospecting strategy: 

• Awareness: The goal of salespeople is therefore to attract
• Consideration: The goal of sales representatives is to convert
• Purchasing: The goal of salespeople is to sell
• Usage: The goal of salespeople is to build customer loyalty.

To go further, we invite you to read this article on the 6 levers to activate to remain in control of your commercial success.