Mike Jones, Ken Guest

This strategy involves face-to-face contact with people you already know, and thus isn’t technically an example of digital prospecting. Even so, it’s a best practice we use and have coached others to use as a means of generating substantially larger numbers of referrals via LinkedIn.

Read Time: 3 Minutes

Let’s start by talking about the elephant in the room: Cold calling is almost every salesperson’s least favorite topic. In fact, the only two groups who like the idea of cold calling are those who have never done it and sales managers.

Read Time: 6 Minutes

We’re sometimes asked what the bare minimum should be in terms of digital prospecting ability for an individual salesperson. Below, our list of five things we believe every salesperson, operating in any industry, should be able to do in terms of digital prospecting. If for some reason you can’t do this much right now, you should learn how, and sooner rather than later!