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Every day, sales professionals face the challenge of breaking through the noise to earn early-stage conversations with decision-makers.
In this video, part of my Prospecting Essentials series, I share three steps to create messaging fills your pipeline. The steps are focused on content, frequency, and media to help sellers create messaging that truly resonates. This approach offers a strategic way to improve your chances of opening doors and filling your sales pipeline.
Key Takeaways:
- Content Matters: Make your message short, substantive, and compelling enough to spark curiosity and urgency.
- Be Persistent: Early-stage outreach often requires multiple attempts; don’t give up after one try.
- Use the Right Channels: Leverage a mix of media — email, phone, video, and social — to maximize your chances of engagement.
- Respect the Time Crunch: Decision-makers have limited availability, so your outreach must be timely and efficient.
- Always Optimize: Regularly evaluate your messaging for clarity, relevance, and impact to improve conversion over time.
Who This Video Is For:
This video is for professional sellers and sales leaders who want to build and maintain a strong, consistent sales pipeline. It’s especially relevant for those looking to improve their prospecting, outreach strategy, and sales conversations to drive both short- and long-term success.
Get Ready to Transform Your Pipeline: Prospecting Essentials Launches This Summer
This video is part of an exclusive new series designed to prepare you for the upcoming Prospecting Essentials Sales Training Program, launching this summer. Whether you’re a seasoned sales professional or a sales leader looking to elevate your team’s results, this program will equip you with proven strategies, practical outreach tactics, and impactful sales conversation frameworks to help you build a high-performing pipeline—now and into the future. Stay tuned for more insights and actionable tips as we count down to the official launch. For more information, please contact me.
If You Liked This Video…
If you liked this video, take the next step by downloading my Sales Strategy Index. This Sales Strategy Index worksheet will help you to assess the strength of your current sales strategy, with 10 key factors every sales organization requires for performance.
Frequently Asked Questions
Effective messaging is short, substantive, and directly relevant to the prospect's problems or opportunities. It should prompt the recipient to feel that the topic is worth a conversation. Avoid fluff and focus on clarity and impact.
Frequency is key in early-stage prospecting. It often takes multiple touchpoints to earn time on a decision-maker’s calendar. Be persistent and plan for a series of well-timed follow-ups.
Use a blended approach that includes email, phone, video, and social media. Different people respond to different media, so diversifying your outreach increases your chances of making a connection.
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.