A Beginner's Guide to Salesforce Trailhead

In the third and final unit of the Salesforce Trailhead module, “Prospecting for Better Sales,” we learn how to:

  • Properly research
  • Reach out to our prospects in the best ways

If you’ve yet to explore units one and two, you can back track when you start the module via the link at the bottom of this post, or revisit the past few weeks of the Ledgeview Partners blog.

When it comes to reaching out to prospects, Salesforce reminds us it can be “more of an art than a science.” What does this mean exactly?

Though all salespeople have a target audience number, what’s considerably important is the time of the reach outs. Timing has the power to create successful connections, and this comes with good research.

To properly research, your business needs to invest in it!

Today’s consumer/buyer has “little patience for a salesperson who contacts them with no understanding of them or their company.” With the abundance of the information available via the Web today alone, there should be no reason for this.

Taking the time to do your homework, so to speak, as a salesperson, will always pay off in the long run.

Though you may not have time to do in-depth research on every single account, you should have enough time to research enough information about the contact to make a great first impression.

The second element of good research that salespeople can leverage is looking for “trigger events.”

This gives weight to the timing of the contact. During the first impression, you need to address why you’re contacting the person and what’s in it for them.

Trigger events may include:

  • A press release/announcement your company has just issued
  • A contact you’re reaching out to recently announced their promotion on social media
  • And more 

People share a lot online nowadays, so salespeople shouldn’t have a problem finding a reason to reach out and bridge a connection.

To identify “what’s in it for the prospect,” you should evaluate how your products and services correlate with the prospect’s company mission.

Consider – how do your products or services help solve (potential) challenges the prospect’s company may face? Identify and articulate this value from the start of your interactions/touchpoints.

Salesforce Trailhead provides more actionable tips and insights for success with trigger events within this unit.

Once you’ve done your research, devised a strategy, crafted your messages, and identified “trigger events,” you can start reaching out to your prospects.

You may choose to do so under a variety of communication methods. What’s most important is that you reach your prospect on the channel they prefer, whether that’s emailing, calling, texting, or even sending a physical letter.

The method you choose should depend on the prospect.

Salesforce reminds us that in much the same way that we can't do thorough research on every contact, we can't reach out to every prospect with a high-touch approach. Click To Tweet

This is where a tiered approach comes in handy.

  • For Tier 1, Salesforce advises you may want to reach out to this prospect in five unique ways in 30 days. Each time you reach out, you will say something different to add value. Schedule these touchpoints to ensure follow-through.
  • For Tier 2, Salesforce advises a less aggressive plan, but reinforces that you should not neglect prospects at this level. For every two emails, make one call, for example.
  • For Tier 3, you may just contact the prospect by email and much less frequently than the other levels.

Once you understand this approach and how prospecting fits into the sales cycle, your sales career will get the boost it needs to keep going and growing!

Learn more about executing an effective contact strategy for your sales team when you start this module yourself here.

Do you need help refining or defining your sales process, or do you have another sales process concern that is keeping your team from moving forward? Discover the benefits of Ledgeview’s Sales Consulting Services here.


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