In this podcast episode, Dr. Deva Rangarajan discusses the topic of prospecting in sales. The conversation covers various aspects of prospecting, including the changes in prospecting over time, the difference between advertising and marketing, and the role of sales and marketing in outbound and inbound prospecting. The discussion also touches on the effectiveness of cold calling and cold emailing, the challenges of purchasing mailing lists, and the importance of automation in sales. The episode concludes with a recap of the main points discussed and a preview of the next episode, which will delve into a practical example of prospecting.
Takeaways
- Prospecting in sales involves both outbound and inbound approaches.
- The role of sales and marketing teams is crucial in both outbound and inbound prospecting.
- Cold calling and cold emailing can still be effective in certain scenarios and industries.
- Purchasing mailing lists may not be a reliable or recommended approach.
- Automation plays a significant role in streamlining sales processes.
- Open rates and response rates in email campaigns can vary, and it is important to set realistic expectations.
Chapters
00:00 Introduction
01:24 Subjectivity in Sales
06:42 Sales Prospecting 101
09:31 Changes in Prospecting
10:33 Difference Between Advertising and Marketing
12:26 Sales and Marketing for the Long Term
15:24 Inbound and Outbound Prospecting
18:43 Approaching Outbound and Inbound Differently
22:03 Role of Sales and Marketing in Outbound and Inbound
23:37 Assessing Success in Sales and Marketing
25:26 Filtering Leads in Inbound Marketing
26:52 Role of Sales and Marketing Teams
27:36 Inbound and Outbound as a Combination
29:29 Outbound Sales Campaigns
30:51 Cold Calling and Cold Emailing
32:43 Effectiveness of Cold Calling in 2024
33:31 Feasibility of Cold Calling in Certain Scenarios
34:36 Cold Calling in Specific Industries or Demographics
36:39 Cold Emailing and LinkedIn Prospecting
38:17 Challenges with Purchasing Mailing Lists
39:23 Quality and Accuracy of Mailing Lists
42:42 Considerations for Small Organizations
43:39 Importance of Automation in Sales
44:57 Open Rates and Response Rates in Email Campaigns
49:09 Recap and Practical Examples
53:49 Closing Comments
55:51 Next Steps and Example
58:14 Conclusion
Dr. Rangarajan's Links
Snowpal Products
- Backends as Services on AWS Marketplace
- Mobile Apps on App Store and
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