25 Sales Prospecting Tips for Media Sellers - Winmo
The article "25 Sales Prospecting Tips for Media Sellers" from Winmo offers practical advice for digital media sales professionals—including researching prospects thoroughly, personalizing outreach, leveraging LinkedIn and referrals, being persistent yet respectful, timing communications strategically, tracking contacts, using multiple channels, focusing on value, asking insightful questions, listening actively, staying informed on industry trends, keeping messages concise, supporting claims with data, and embracing rejection—to improve prospecting effectiveness and success.
With so many myths about sales prospecting out there, it can be hard for media sellers to tell the difference between prospecting skills that work and quotes stolen from 80s movies about sales.
We asked around and compiled a list of 25 of the best pieces of advice for digital media sellers. Whether you’re a seasoned veteran or relative newbie, these prospecting tips will reassure you you’re doing it right, or help get you there.
Winmo recently announced its integration with Pathmatics for a peek into brand ad buying behavior, and was named the most reliable, most accurate and most-preferred prospecting tool for agencies in the 2017 Mirren Agency New Business Tools Report.
25 Sales Prospecting Tips for Media Sellers
- 1.Do your homework. Research your prospects before reaching out. Know their business, industry, and recent news.
- 2.Personalize your outreach. Tailor your message to each prospect. Generic emails are easy to ignore.
- 3.Leverage LinkedIn. Use LinkedIn to connect, research, and engage with prospects.
- 4.Use referrals. Ask current clients or contacts for introductions to new prospects.
- 5.Be persistent, not pushy. Follow up regularly, but respect boundaries.
- 6.Time your outreach. Reach out when prospects are most likely to respond, such as early mornings or after lunch.
- 7.Track your activity. Keep records of who you’ve contacted and when.
- 8.Use multiple channels. Combine email, phone, and social media for outreach.
- 9.Focus on value. Highlight how you can solve the prospect’s problems.
- 10.Ask good questions. Engage prospects by asking about their needs and challenges.
- 11.Listen more than you talk. Let prospects share their pain points.
- 12.Follow industry news. Stay updated on trends affecting your prospects.
- 13.Be concise. Keep your messages short and to the point.
- 14.Use data. Back up your claims with relevant statistics or case studies.
- 15.Don’t fear rejection. Not every prospect will be interested—move on quickly.
- 16.Qualify leads. Focus on prospects who are a good fit for your offering.
- 17.Set goals. Have daily or weekly targets for outreach and meetings.
- 18.Automate where possible. Use tools to streamline repetitive tasks.
- 19.Keep learning. Stay up to date with new sales techniques and tools.
- 20.Practice your pitch. Be ready to explain your value proposition clearly.
- 21.Be authentic. Build trust by being honest and transparent.
- 22.Follow up. Don’t let leads go cold—check in regularly.
- 23.Celebrate small wins. Recognize progress, not just closed deals.
- 24.Ask for feedback. Learn from both successes and failures.
- 25.Stay organized. Use a CRM or other system to manage your pipeline.
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