But I’m seeing a lot of sales teams doing just that.

They’re worried about being insensitive or tone-deaf.

So they send cold emails that don’t address their prospect’s priorities/challenges, or share helpful insights.

It starts with, “Hope you’re doing well right now…”

And has a link to a meaningless resource on how to work from home better.

Your goal when prospecting isn’t to make a sale. It’s to start a conversation.

Sending a bunch of cold emails to someone you don’t know, that doesn’t know you, and frankly doesn’t care about your company won’t start conversations.

It makes you a nuisance.

And that’s the opposite of what you want to do.

Instead of “staying in touch,” focus on being helpful. And use that as a way to start a conversation.

Here’s how you can be helpful:

✅ Get your clients together on a Zoom call. Help them facilitate a brainstorming session.

✅ Gather those insights into a blog post, LinkedIn post, or slide deck you can share when prospecting.

✅ Don’t ask for a meeting when prospecting. Instead, ask for permission to share the insights from your customers.

“Staying in touch” won’t grow your pipeline.

Be helpful. And start conversations.

Join the conversation on LinkedIn here.


Here are three ways we can help you with your prospecting:
  • Reply Method GuideA proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
  • Join the CommunityProspecting is hard, but that doesn’t mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
  • Work togetherGet help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.