Women in Sales Blog

A Story on Why Sales Reps Should Always Reach out to New Prospects and Leads Fast

Posted by Ali Powell on Jan 7, 2015 3:24:34 PM

I reached out to someone the other day after seeing that they requested a trial. 


Topics: sales tips, sales prospecting, sales process, more human sales prospecting, sales prospecting success stories, social sales prospecting, sales prospecting tools

They all Told me I was Insane ... Taking the time to Write Personalized Prospecting Emails is Smart

Posted by Ali Powell on Dec 9, 2014 5:28:00 PM

Don't believe what every sales trainer tells you. Most sales training, sales advice, etc say the same thing about prospecting. They all tell (at least used to tell sales reps) to just send out templated emails and use template scripts in the prospecting process. 


Topics: sales prospecting, prospecting, timely selling, timely sales process, more human sales process, more human sales prospecting, personalized sales process, doing research in the sales process

You Can Use the Chat Panel on Your Prospect's Website to Start the Sales Conversation

Posted by Ali Powell on Jun 2, 2014 4:15:19 PM

As a sales person I have to keep myself sane. To keep myself sane I have to do strange things to get through to my prospects. If I do the same thing every day, day in and day out I will bore myself to death. I will become a bored sales rep who hates her job. 


Topics: sales tips, sales prospecting, more human sales prospecting, sales prospector, sales prospecting success stories, innovative ways to prospect

Be Your Company's Number One Sales Prospector with these 10 Ways to Motivate Yourself to Pick up the Phone and Dial

Posted by Ali Powell on May 7, 2014 11:30:00 AM

Every sales rep needs a little motivation every once and awhile. Some days you might get to work ready to rock and ready to prospect hard. There might be other days where you are feeling like you are in a slump and don't feel like you can make the dials. Everyone feels those feelings and it is completely normal. You would have to be an animal to feel 100% everyday.


Topics: sales skills, sales tips, sales prospecting, sales process, prospecting, saleswomen, smart prospecting, more human sales prospecting, prospecting landing pages, sales prospector

5 Ways to Come Off More Human in the Sales Process and How to be More Real in Sales

Posted by Ali Powell on May 6, 2014 8:00:00 AM

I would definitely consider myself a modern sales rep. I talk about sales reps needing to be "more human" and "more real" to be a good sales rep today.


Topics: sales skills, sales coaching, sales prospecting, sales process, women in sales, saleswomen, human selling, more human sales process, more human sales, more human sales prospecting, more women in sales

Sales Prospecting 101: Sales Reps Should Stop Using Email Templates and Start Using Their Brains

Posted by Ali Powell on May 2, 2014 10:57:00 AM

Sales Reps typically have access to things that can help them to do their jobs "easier." I am not sure that easier means better though with sales prospecting. If you are a sales rep and part of your day is calling out to inbound or cold leads you are likely leaving voicemails if they don't pick up and sending emails. There are ways that you can make your response rate of your email sends better. It is called being more HUMAN. Don't let the world of email templates take over your world. Creating your own sales ready email templates just takes using your brain. 


Topics: sales process, women in sales, research in the sales process, timely sales process, more human sales process, more human sales, more human sales prospecting, women in technology, more women in sales, email templates for sales

Why You Should Love Customer Happiness and How Consistency is the Key Factor in Creating Happier Customers.

Posted by Ali Powell on Apr 24, 2014 11:35:19 AM

Stick to rules. 


Topics: sales process, human selling, more human sales process, more human sales, more human sales prospecting, customer happiness, consistency

3 Steps to Using Landing Pages as a Sales Rep When Prospecting to Get Higher Connect Rates

Posted by Ali Powell on Apr 2, 2014 8:30:00 AM

Every sales rep prospects the same way.

If you want to stand out from the pack of other sales people contacting your prospect then you need to push yourself to come up with new and different ways to stand out. Most sales reps will call, leave voicemails and send emails. A lot of times they don't actually think about what they are saying or doing so it comes off canned and spammy. Most likely they are using scripts and using templates for emails so the person on the receiving end doesn't feel like you care. 

I started thinking about ways that I could get people in email or in social media to respond to me. I wanted a way where I could be seen as different from all the other sales reps reaching out but also be helpful. I say similar things in most my outreach. Putting that information into a landing page could help me see higher conversions on my outreach but also let me write more specific, targeted emails without taking up that space in the email body. Shorter emails get more responses. These are the things that I think a sales rep can put in their prospecting landing page so they don't have to say this in the email. 

  • What your company does and why they should care
  • What you do at your company  and why they should care 
  • I go after the same types of companies at HubSpot that all have similar problems and reasons why I am reaching out to them. If you have a similar way of working leads and figuring out which leads you should actually work then this type of prospecting landing page should work. 

I write custom emails, I don't use templates and I don't say the same thing to everyone about why I think what we do could be timely or relevant. So I really, really want them to read what I am saying in my outreach but sometimes they open the email, sometimes they don't. I wanted to up my chances of the prospect actually reading something if and when they did open the email. That way when I wrote that email I could really customize the content and context of the email based off of my research and not about telling them what I do and what HubSpot is. 

I decided that I would test out a customized landing page where I could use it in my prospecting to see if it would help me convert more opportunities in the amount of time that I have to prospect each day.

After just one day of doing this I wanted to share my results with you. I think they are pretty darn good and was really proud of what this simple effort has done for my prospecting process. I think it could help a lot of other people out there who want to get more innovative in how they reach out to their leads. 

These are my results of my personalized landing page. I am going to call these types of landing pages prospecting landing pages. I am not sure how many I sent out in my emails today but I know that it was probably around 10. So as you can see below I have had 12 views of my page and 2 submissions to the landing page! I thought this was a great return and it looks like I am on to something with this concept of Prospecting landing pages. 


Here is what I did that you could copy in your own process to get higher conversion rates from your prospecting efforts by using prospecting landing pages. 

1. Think about your buyer persona and what the typical prospect looks like that you are going after in your prospecting.

  • If you are doing smart prospecting where you have done research on your leads and are working those leads for a reason then you should start to see a trend of the types of leads you are working. This should help you come up with the type of persona you are selling to or prospecting so you can create content on a landing page that would spark their interest.

Questions you should ask yourself to come up with the content for the landing page:

  • What are you saying in your prospecting emails and vmails that could be supplemented or helped with the content and context of your landing page.
  • Will the content of the landing page help you to convey your message to lots of people you are prospecting. 
  • Make sure you are explaining who you are , what you do, and why you are reaching out to these people. If those are things you are consistently saying in your outreach why not put it on the landing page so you don't have to take up that space in an email.

The less you write in an email, the more concise you make it and therefore, the better chance you have of getting someone to read it. Using a landing page in your communication will help you to get your message across faster and in a different way than the prospect is used to. 

2. Create the landing page with these things in mind to know what type of content you should have on the page. 

  • Make sure that your landing page is hosted on your company website and has the same look and feel. 
  • Make sure that the lead can get back to your home page to learn more about your company after they read it. 
  • Act like a human and talk like how you talk. Don't use marketing jargon and don't have your marketing team come up with the content. Ask your marketing team to help you get a template up so you can create what content you would like to have on the page. If you use your own voice it will come across to the prospect that you are human and actually care about them. 

3. Structure for the landing page should look like this.

  • Who you are and why you are reaching out. Should look similar to the above example from my personalized sales landing page. 
  • Explain that you did research on their company and have reasons why you think what you do could be timely and relevant to their goals you have read about. 
  • Tell them the types of things you would do on an exploratory call if they were to take one. The whole point of your emails and communication with this landing page is to get them to convert through the form on the landing page so make it easy to understand what you are asking of them and what would happen if they did want to talk to you.
  • Make sure that you have a short form on the site. I just asked for first name, last name, email, company, and have one form field that says "what can I help you with."

You can see my personalized landing page that I am using now in my sales process below. 

View Example of Personalized Landing Page  for your Sales Process and Prospecting

Now that you have the idea of what to put in the landing page you need to start using it in your prospecting. The goal of my prospecting landing page is to be able to get someone to convert on our website into a lead. The reasons for this are:

  • So I can get higher connect rates with my leads in my database so that I can turn those leads into opportunities faster than I could without using them.
  • Gives me as a sales rep a way to get leads to convert so I can start tracking them with lead intelligence through our marketing software. 
  • Allows me to quickly reach out to the lead or prospect after they fill out the page.

So how am I using it in my outreach?

Instead of just emailing everyone the same generic things and having to write this long drawn out email I can now just link to my page so the prospect can quickly see if they want to talk to me. If they do they can fill out the form and we can schedule a call together.

Here is an example of how I have used it in my emails.



Topics: sales prospecting, prospecting, smart prospecting, more human sales prospecting, prospecting landing pages

My Proven Method to Using Social Prospecting to Get a Conversation Going with Your Prospect

Posted by Ali Powell on Feb 7, 2014 4:14:21 PM

People are always sharing articles about how to do "social prospecting" with me. People are asking me what I do when prospecting to involve social media so I thought I would share my process with you. 


Topics: sales coaching, sales prospecting, sales process, prospecting, smart prospecting, smart sales, sales and timing, more human sales prospecting

How to Have a Connect Call where the Prospect Won't Hang Up.

Posted by Ali Powell on Jan 27, 2014 5:23:39 PM

Cold calls or even a warm call you need to make sure you put your best foot forward. You need to make sure that you are using the best possible methods to get them to stay on the phone with you to hear why you are actually calling them. 

If someone won't even stay on the phone with you long enough for you to tell them why you are calling them then you haven't even had the chance to see if they would want to talk to you about what you solve for. That stinks. It is a really stinky feeling to not even get past the first hello, hi, who is this....not even get to the point of being able to tell them who you are and why you are calling. 

We all know those types of calls...

The ones where they say things like:

  • Okay, pitch me now.
  • You have 30 seconds to tell me why I should listen to you.
  • No we don't need that. Click. 
  • Click. 
  • Hang up. 
  • Please stop calling me. 
  • Don't call me again.
  • You have called 10 times in the past 3 days...

To avoid those types of situations I would suggest that you start off your conversation when that person picks up the phone in the best way possible. 

My answer to everything is simple. Be more human in your prospecting and be more human in your sales process. 

Start with the cold call or connect call. 

When someone picks up the phone you have the chance to either keep them on the phone or not. Here is how you can keep them on the phone just a little bit longer so they can actually hear you out on why you are calling in the first place. 


Topics: sales coaching, sales prospecting, sales and timing, more human sales prospecting, cold calls, cold calls where they don't hang up

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