Prospecting

Many sales organizations get caught up in the details of educating or convincing their prospect to buy. Some sellers might even ask “What do we need to do to earn your business?” and worry about what they can do to facilitate the buying process. “What do you see as next steps?” is another common question that salespeople ask. These sellers lose sight of the fact that it’s the prospect that needs to do something for a sale to happen.

According to Entrepreneur, we receive 193.3 billion emails every day. On average, that means each person's inbox is hit by about 120 emails a day – with some people receiving less and some receiving many more. Breaking through to your target audience when you're up against such odds can be tough. Even with all the inbox competition, email marketing can be quite lucrative when handled correctly.