How to prepare inside sales for the first touch of a prospect
Posted: Tue Dec 17, 2024 6:03 am
Sales development representatives (SDRs) play a critical role in identifying qualified prospects. As a link between marketing and the inside sales team, they also help ensure that leads are followed up on and converted into sales.
How to prepare an SDR or inside sales team for the first outreach to a prospect has become increasingly challenging. Quality leads aren’t as predictably convertible as they once were. Clients whatsapp number list now demand transparent answers and proven reasons to spend money on what you offer.
In this post, we take a look at how you can build a strategy that helps your sales team improve their first touch with prospects and deliver qualified sales leads.
What is a “First Touch” in Sales?
A first touch model gives 100% of the credit for a conversion to the first marketing touchpoint, be it a channel or activity that gained the prospect. The defining feature of first touch attribution is that it’s a top-of-funnel effort. In sales, the funnel top typically shows a large number of prospects, and the bottom signifies the smaller number who decide to buy.
There are multiple ways a B2B business might reach out to prospects for the first time. No matter which approach is used, the first interaction is key to establishing trust, providing value, gathering critical information, and even securing a follow-up meeting. Use the wrong tactics, and prospects will be less receptive to your message—and that’s assuming they engage at all.
Finding the right first touch approach for your inside sales team can often be a hit-or-miss endeavor. These tips can help your SDR and their team connect with prospects in a more assured way. Some you might already be using, but others can be exactly what you need to take your sales efforts to the next level.
How to prepare an SDR or inside sales team for the first outreach to a prospect has become increasingly challenging. Quality leads aren’t as predictably convertible as they once were. Clients whatsapp number list now demand transparent answers and proven reasons to spend money on what you offer.
In this post, we take a look at how you can build a strategy that helps your sales team improve their first touch with prospects and deliver qualified sales leads.
What is a “First Touch” in Sales?
A first touch model gives 100% of the credit for a conversion to the first marketing touchpoint, be it a channel or activity that gained the prospect. The defining feature of first touch attribution is that it’s a top-of-funnel effort. In sales, the funnel top typically shows a large number of prospects, and the bottom signifies the smaller number who decide to buy.
There are multiple ways a B2B business might reach out to prospects for the first time. No matter which approach is used, the first interaction is key to establishing trust, providing value, gathering critical information, and even securing a follow-up meeting. Use the wrong tactics, and prospects will be less receptive to your message—and that’s assuming they engage at all.
Finding the right first touch approach for your inside sales team can often be a hit-or-miss endeavor. These tips can help your SDR and their team connect with prospects in a more assured way. Some you might already be using, but others can be exactly what you need to take your sales efforts to the next level.