Do You Have a Generic Prospecting Approach?
leadershipteam
Thu, 11/07/2019 – 15:48
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We’ve all heard that prospects want to feel valued and special. It’s a basic human need. So why do so many sales organizations use a generic, one-size-fits-all approach when reaching out to prospects?
Because it’s easy, doesn’t take a lot of effort or the sales teams simply don’t know the value of customizing their prospecting outreaches.
You’ve probably been the recipient of generic outreaches. I’ve received voicemails, emails or LinkedIn messages that show the salesperson did not take the time to research my company and craft a value proposition that demonstrated “I get you,” and understand your business goals and challenges.
Generic prospecting approaches never have worked. And in a global business environment, they really don’t work because today’s buyer has lots of choices and will choose to only buy
