true

Deals are won and lost in discovery. 

No pressure. 

If you qualified your prospect properly, you should already know they’re a good fit. Now, you need to use the discovery call to dive deep into their pain, processes, and find out who the decision makers are. 

And who they’re looking at besides you. 

Like we said, no pressure. 

It’s a lot to cover in one call, but failure to gather all this vital info could see you lose out to another hungry AE, even if yours is the better product. 

Feeling that pressure yet? (If not, what’s your secret, Iceman!?)

 

We make software for salespeople, so we know how hard it is to extract all the information you need without turning the conversation into an interrogation.

We reached out to real live sales professionals to see how they handle this critical stage. Based on those conversations, we’ve put together a checklist to help you run better discovery and boost your chances of moving prospects forward to the next stage.

Discovery Call Checklist: 12 Steps for a Strong Sales Discovery Deals are won and lost in discovery. No pressure. If you qualified your prospect properly, you should already know they’re a good fit. Now, you need …
Read more
true

An inbox is not just where your prospects spend 28% of the workday. It’s an opportunistic hub for connections, rapport building, and, if you nail your cold email outreach, a healthy-looking pipeline.

But a good sales email is like a really good blind date. When a true connection has been made, it’s serendipitous and natural. And if it doesn’t feel right? It ends up feeling awkward, or worse, sleazy.


If anything, a good sales email should open doors, not close them.

Luckily, getting on the right side of the track is doable, but only if you’re thoughtful in your approach. 

In this handy guide, you’ll learn how to write sales emails that engage your prospects and actually get replies.

How to Write Sales Emails That Engage: Definite Guide + Templates An inbox is not just where your prospects spend 28% of the workday. It’s an opportunistic hub for connections, rapport building, and, if you nail …
Read more
true

Too many salespeople waste valuable time and resources going after leads that are unlikely to convert.

Which hampers your teams’ ability to hit quota.

However, asking just a few sales qualification questions can ensure you place more high-quality opportunities in your pipeline.

At Mixmax, we sell to salespeople so we know how important (and hard) it is to maximize the chances of sales prospecting success.

We reached out to salespeople on our team and in our network to sales qualification best practices. Read on to understand:

The Ultimate Guide to Sales Qualification: Steps and Questions Too many salespeople waste valuable time and resources going after leads that are unlikely to convert. Which hampers your teams’ ability to hit …
Read more
true

Getting a response to sales prospecting emails was never easy, but since early 2020, the volume of emails people receive has skyrocketed.

Now, prospects are so overwhelmed that it’s impossible for them to read everything that lands in their inbox.

This means you need to change up your email outreach tactics to get a response.

Before, you could blast off a quick product summary and ask for a meeting.

Not anymore.

The mission for sales professionals (whether they choose to accept it or not) is now to connect with prospects as individuals and survive “inbox triage.”


And do it all at scale. With personalization.

With this in mind, we reached out to LinkedIn sales influencers and our own SDRs to find out what makes a great sales prospecting email, and which sales prospecting email templates get results.

18 Sales Prospecting Email Templates That Get Responses Getting a response to sales prospecting emails was never easy, but since early 2020, the volume of emails people receive has skyrocketed. Now, …
Read more
true

Quick poll:

💀 Cold calling is deader than the Dodo.

💪 Cold calling is alive and kicking.

🧟 If cold calling is dead, I need a badge that says “Zombie Team Leader” cause my sales reps are still smiling and dialing like there’s no tomorrow.

Cold calling is, of course, far from dead, but it certainly ain’t getting any easier. Nobody likes being interrupted at the best of times, and today’s prospects are so overwhelmed that all they want is to hang up and get back to their to-do list asap. 

Ask the wrong questions and they’ll shut the conversation down faster than you can say “Can I interest you in a demo?”

Keeping them on the line long enough to share your vision of the bright future that awaits them (and, more importantly, book the next meeting) requires asking open-ended sales prospecting questions to keep the conversation going. And unless you possess the conversational skills of David Letterman, you’ll need to have a few prepared in advance.

We checked out what leading sales influencers are saying about cold calling, and the techniques they use to get prospects to open up

Sales Prospecting Questions to Get Your Prospects Talking
55 Sales Prospecting Questions to Get Your Prospects Talking Quick poll: 💀 Cold calling is deader than the Dodo. 💪 Cold calling is alive and kicking. 🧟 If cold calling is dead, I need a badge that says …
Read more
true

Over 3 billion emails were sent daily last year*. 

That’s a communication tsunami. 


If that stat leaves you feeling overwhelmed, imagine how your prospects feel, drowning in their overflowing inbox each morning as your sales email bobs about among the flotsam of their ever-growing to-do list. 

Standing out from the inbox crowd these days means ramping up your game when it comes to writing sales prospecting email subject lines.

Time was, lines like “Sales inquiry” or “Request for a meeting” might have actually landed you a meeting 😱. Now, anything too salesy will get you cast into the 7th level of inbox hell (the spam folder) faster than you can say “Got 15 minutes to talk this week?” 

At Mixmax, we have to admit to having a slight advantage: We sell to salespeople, so our prospects know where we’re coming from. But that doesn’t mean our hard-working sales reps don’t rack their brains daily to come up with engaging subject lines.  

To give them (and you) a helping hand, we reached out to sales influencers and prepared a lifesaving list of the best cold email subject lines for sales prospecting that should help boost your email open rates.

95 Sales Prospecting Email Subject Lines to Get More Responses
95 Sales Prospecting Email Subject Lines to Get More Responses Over 3 billion emails were sent daily last year*. That’s a communication tsunami. If that stat leaves you feeling overwhelmed, imagine how your …
Read more
true

B2B sales prospecting has come a long way from the days of smile-and-dial.

 

Without the right software, getting results these days involves walking a long hard road paved with time-consuming manual tasks. And putting the hours in to get to know your prospects, build relationships, and establish yourself as the go-to provider of solutions. 

This means you need some tried and tested strategies as your road map.  

What’s that you say? Can we recommend any? 

You read our minds.  

We make software for the toughest, most clued-up B2B prospects going: sales professionals. So we asked our own hardworking prospectors how they tackle that herculean task.

B2B Sales Prospecting: 8 Strategies to Sky-Rocket Sales
B2B Sales Prospecting: 8 Strategies to Sky-Rocket Sales B2B sales prospecting has come a long way from the days of smile-and-dial. Without the right software, getting results these days involves walking a …
Read more
true

Sales prospecting and lead generation are both designed to fill your sales pipeline with potential customers. But they’re not the same thing.

So what’s the difference? 

Good question.  

Talk to a lot of people and you’ll end up more confused than before, as they’re often used interchangeably. 

It’s important to get it right, though, as the right process for your company depends on your product, customer base, stage of growth, and more. 

Get it wrong and you could be wasting valuable time and resources. 

We asked our top prospectors to clear up the differences between sales prospecting vs lead generation.

Sales prospecting vs lead generation
Sales Prospecting vs Lead Generation: The Ultimate Guide Sales prospecting and lead generation are both designed to fill your sales pipeline with potential customers. But they’re not the same thing. So …
Read more
true

New prospects are skittish creatures. Approach them in the wrong way and they’ll take off faster than a gazelle who’s spied a lion at the watering hole.

 

And who can blame them? In today’s hyper-connected world where everyone is being prospected 24/7, time and attention are fast becoming more valuable commodities than gold. 

At Mixmax, we sell to sales professionals, so they’re on to us even before our magnificent manes come into view. That’s why we’re always looking for sales prospecting techniques to put us ahead of the game. 

We reached out to top sales influencers and chased down our own hardworking SDRs to learn how they gear up for prospecting success. 

Read on to find out how to stay ahead of the prospecting pack.

10 Sales Prospecting Techniques For Supercharged Conversions New prospects are skittish creatures. Approach them in the wrong way and they’ll take off faster than a gazelle who’s spied a lion at the watering …
Read more
true

Question: Would you apply for this job?

Wanted: Highly resilient individual to perform thankless, repetitive tasks. 

Must have:

  • The tenacity of a worker ant.
  • The drive of a Ferrari.
  • Skin of a rhinoceros.
  • Overdeveloped chin (to take rejection on).
  • Ability to walk through fire and emerge unscathed.

Tempted?

Us either.

Yet that’s what SDRs face daily when prospecting. It takes a special individual to tackle the many sales prospecting challenges involved in tracking down suitable prospects, performing cold outreach, and building pipeline.

And do it all at scale. With a smile on their face.

At Mixmax, we sell to salespeople, so we feel your prospecting pain. We asked our top sellers and reached out to sales influencers to get the tips, tricks, and tools they use to overcome common prospecting challenges.

Come with us if you want to become a quota-crushing productivity beast..

10 Top Sales Prospecting Challenges & How to Overcome Them Question: Would you apply for this job? Wanted: Highly resilient individual to perform thankless, repetitive tasks. Must have: The tenacity of a …
Read more
true

Building a healthy sales pipeline starts with effective prospecting. And that, done right, takes a lot of time and effort.

If you’re still manually researching potential customers and checking contact details you might as well be trotting around in a pony and trap while your competitors zip by in flying cars.

Old fashioned horse and cart

To make matters worse, with everyone stepping up their tech game, investing in a few stand-alone sales prospecting tools, and crossing your fingers just won’t cut it anymore.  

What you need is a killer tech stack that works together to supercharge your prospecting efforts and steer you out of the dark ages and into the 21st century.

We sell to sales professionals in fast-growth environments, so we know how important it is to have reliable data and insights at your fingertips. So we asked our top salespeople what tech they use to stay one step ahead.

Related post: 20 Best Sales Automation Tools to Give Your Reps Superpowers

12 Best Sales Prospecting Tools to Supercharge Your Pipeline Building a healthy sales pipeline starts with effective prospecting. And that, done right, takes a lot of time and effort. If you’re still manually …
Read more
true

During the gold rush, miners spent days, lifetimes, sifting through piles of dirt searching for nuggets of gold. It was time-consuming, backbreaking, dangerous work.


Sound familiar? 

Ok, modern sales prospecting isn’t dangerous, but it has plenty in common with its namesake. Like sifting through piles of information to identify potential customers, which, done at scale, takes a lot of time and effort. 

To make matters worse, other prospectors are constantly encroaching on your patch and prospects are so saturated that even 30 seconds of their attention is like gold dust. 

We feel your pain. You see, at Mixmax, we sell to salespeople (yeah, that’s as tough as it sounds). 

The good news is, adopting sales prospecting best practices and investing in the right tech can make you a more efficient and effective prospector and help boost revenue

Related post: Customer Success and Sales: Your Next Dream Team

We asked our top salespeople for their top quota-crushing tips. By the time you’re done reading this, you’ll be fully equipped with all the tools you need to supercharge your prospecting efforts. 

Pick up your pickaxe and let’s get to it.

9 Sales Prospecting Best Practices for Higher Success Rates During the gold rush, miners spent days, lifetimes, sifting through piles of dirt searching for nuggets of gold. It was time-consuming, backbreaking, …
Read more