How to be Successful in Enterprise Sales Prospecting ?

1 min read

Morgan J Ingram

Morgan has improvised a countless number of sales teams as a star sales trainer. He makes a difference in the lives of sales reps by providing tools, techniques and foundational structure that will help them excel. Using sales prospecting, Morgan imparts a great deal of knowledge to sales reps by staying on top of the market trends.

He was featured in our #Limitless Webinar Series on 25 October 2019 to shed some light on the ways one should follow to prospect enterprise clients successfully. Below are the key takeaways from the webinar.

Click Here to Watch the Complete Webinar on Enterprise Sales Prospecting:

Time-Stamped Show Notes:

[45:26] What’s your content strategy for social? 

[47:23] How many searches on average does it take to get a meeting with a prospect?

[53:05] How do you know keep motivating your internal champions? 

[01:01:00] Do you have a framework for the number of touches for people about the power line and similarly for people below the power line? 

In-Short:

Question: What’s your content strategy for social? 

M.J.I: What I do is I always try to personalize LinkedIn invitation requests, right. Not an email, a request to the prospect to get them to see my face and to get them to see my profile. Once they accept, what I do is I’ll look and see what things they posted, I’ll comment. I’ll also see what are they posting it as well to see if I can use that in email or phone call and also the same time see if previous customers that they work with are aligned with us or previous companies that they work with are aligned with us as well. 

N.P: How many searches on average does it take to get a meeting with a prospect? 

M.J.I: There are so many different variables. It’s your market, it’s the personas, it’s the region you’re in. 

Question: How do you know keep motivating your internal champions? 

M.J.I: It’s gonna really depend on the sales cycle, like to really give that contextual answer. I would say they should be motivated by the discovery that you do. So if you make the right discovery and you found out their pain points in their problems then that’s how that person and champion will be bought in. 

Question: Do you have a framework for the number of touches for people about the power line and similarly for people below the power line? 

M.J.I: It’s the same amount of touches. I don’t defer. My message is the only thing that changes and how personalize I am. Like I’ll do more personalized touches for the executive. I’ll put more videos in that as well. So my strategy is the same.

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