Janek Resources: SPM November 2016

7 Strategies to Re-Engage Cold Prospects

In today’s competitive business environment, every prospect and every contact counts. Even some old and long-forgotten customers can re-emerge as a tremendous resource for your organization. However, it can be accomplished only if you learn how to approach dormant accounts, resume the dialogue and reignite the lost spark. While awakening old contacts is no easy feat, highly-ambitious and industrious sales professionals always find ways to recommence business relationships to create bigger, better and more lucrative opportunities for their team.

Here are a few suggestions on how to awaken and re-engage cold prospects:

Persevere even when the chips are down: When things are not going well and customers don’t seem to be interested in moving forward, it’s easy to get discouraged and give up. But smart sales professionals realize that persistence is one of the most crucial attributes of a successful salesperson. In today’s market it can take as many...

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