Improve Your Connect Rates

Entrepreneurial sales leader Jim Burns continues to hear from sales people who still try to use email as a prospecting tool. He contends that email is no longer a communication tool — especially when unsolicited — it’s primarily a delivery vehicle. In our business, we seldom send unsolicited emails unless we have the opportunity to make the call and leave the message. Email is the delivery system for our vignette and compelling message, not the primary prospecting tool.