How are you improving the way your sellers prospect? Do you have regular training on modern methods? Do you monitor what they are doing? Are you teaching them to research and write more human messages?

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Sr. Director of Sales Operations in Hardware, 5,001 - 10,000 employees
We are working on enhancing our internal definition of customer buying groups to better align with our solution use cases, as well as fine-tuning our tech stack strategy to more effectively meet customers at their current stage in the buying journey. Additionally, we are focused on ensuring our sellers are properly onboarded and consistently updated on our preferred selling techniques, which are monitored and reported via our LMS system. Finally, we are testing cutting-edge technology in prospecting to discover more efficient and effective ways of engaging potential clients, which includes crafting more personable and captivating messages. So far, the latest technology appears to be quite promising. Hope this helps!
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Founder and Chief Sales Energizer in Services (non-Government), 2 - 10 employees

Wow, you are really focused on improvement and I applaud you. Tech stack is important. The right tech with training and accountability can make a huge difference. The onboarding is critical and then monitoring that they are doing what you taught them to do. Thank you for sharing. 

Co-Founder in Services (non-Government), 2 - 10 employees
I run a sales training organization so we train them how to prospect and how to run the full sales cycle from acquiring customers all the way through to sales to account management. At the moment, I think we've seen this deluge of emails that are not working and buyers are put off by it. Emails have gone up 70% over the last three years but response rates have dipped by 30%. I think this idea of building a personal brand or community is a really good way of prospecting. Also, going to conferences and meeting people face to face. I think buyers are craving that kind of human touch at the moment and are sick of digitalization. I think we're seeing a lot of joy in that kind of human touch and creating a pull mechanism versus a push mechanism through things like building a personal brand, and building a community within these organizations and sales communities.

I think that the danger with the line that we're treading at the moment - which is super interesting - is this concept that outbound selling is dead as we've known it. I don't think it's dead, but I think the buyer is craving a very different type of interaction and this is all validated through communities and personal branding.
VP of Sales Enablement in Software, 10,001+ employees
We're working with the sales teams and have a lot of programs. We have one currently called the Greenfield program and the purpose of it is to get them used to talking to new prospects. The messaging has changed pretty significantly as well with the advent of all the GPT AI tools that are out there and the capabilities that sellers and customers now have in order to find information. We have to teach our sellers how to use those types of tools to incite search and insight change in their prospects. I say all the time that we don't teach our sellers how to sell, we teach sellers how to help customers buy.
Director of Sales in Software, 51 - 200 employees
The Director of Sales Development and I are constantly looking at the content that goes out from the team. Most of it is written by him and we're trying to standardize it across the team to be relevant to our core customers/prospects. The biggest focus for us this year is appealing to our top three or four verticals. We know that language really well. We know exactly who the roles are. We know exactly what their pain points are that our product addresses. We're not trying to be hyper-specific to the individual, but we do want to be hyper-relevant to the role.

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