Salesforce Prospecting: Working Stuck Opportunities

We all have deals that are progressing well and then the line goes dead. No return calls, no return email—the opportunity is stuck in the funnel. Has a competitor reset the agenda? Has the project’s priority been downgraded? Have you relied on a coach or evaluator to convey your value proposition? These are typical results of bottom-up selling. That’s why it is critical to get through to a C-level decision maker as early in the sales process as possible to confirm an opportunity. The challenge is that the traditional means of contact don’t work – email and phone contact rates rarely reach 2% for an introductory contact. So how do you get through?

Innovative companies such as ExactTarget, Egencia, and Bank of Oklahoma Financial have proven that intelligently sequenced delivery of hardcopy, email, and phone follow-up consistently breaks through the digital clutter—getting through to the C-level at a rate 30X higher than email and phone alone.

ExactTarget uses Marketsync to:

• Send the best-crafted messages that consistently connect with the C-level suite
• Coordinate print, email and phone contact to get their message through
• Schedule automatic follow-up communications via triggered workflows.
• Quickly qualify opportunities “top down” to shorten their sales cycle

If you'd like more information about how Marketsync can help you achieve your sales goals, contact us today at info@marketsync.com.

Good selling,

Doug Ebstyne
CEO, Marketsync

For topic suggestions, general feedback or questions, contact us at sales@marketsync.com.