It’s been one week since I’ve finished this year’s Cleveland Marathon. So running today was a small challenge. Not to tough, but I could feel my feet talking to me after the halfway point.

About three quarters of the way through my run, I came across two little girls selling lemonade in front of their house.

Naturally, when I run for 1 hour or more, I work up a powerful thirst. Unfortunately, none of my running shorts have pockets. So I don’t carry money with me.

This meant instead of buying a cup of their refreshing lemonade, I had to resort to stealing sips from the lawn sprinklers along my route.

But, man! That lemonade looked real good!

Inside Sales Tips To Remember When Prospecting

This particular incident highlights two inside sales tips that we need to remember when we are prospecting or running direct marketing campaigns.

  1. It’s easier to sell your products and services to someone who is “hungry to buy it”. Find that crowd that is starving, or thirsty, for what you’re selling.
  2. Make sure that your prospect a) has the authority to buy and b) has the money to buy.

Point 1 takes a little more time up front and requires some creativity. But there are many direct marketing strategies available that can help your starving crowd identify themselves.

As sales reps, point 2 is something that we should do all of the time. We call it qualifying the prospect. Unfortunately, sometimes we get so excited that somebody is sitting down with us that we forget to insure that they are the right person to sit with.

Incorporate these two tips back into your inside sales processes and you’ll start taking time off your sales cycle.