Best Practice #6: Top Hunters Develop Creative, Multi-Touch Prospecting Strategies
Welcome back to the Top Hunter Series! In our last installment, we highlighted how you can support your teams in effectively aligning their selling efforts with the customer’s buying process. This week, we will share with you best practice #6 as discovered through a series of interviews with top account acquisition reps. Best practice #6 is: Top Hunters Develop Creative, Multi-Touch Prospecting Strategies.
Top hunters realize that in today’s frantic world, buyers are experiencing information overload. In order to combat this, Top Hunters develop creative, multi touch prospecting strategies in order to make sure they can get in front of the necessary decision makers and influencers. As one rep put it, “Once I know who is responsible for making decisions about our offering, I start trying different approaches to get in front of them. The key is creativity and lots of touch points.”