I have a couple of reps struggling to prospect and find new business. I’m curious if anyone has some idea, strategies, or insight on how to find more new business.

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Does your company do webinars/events, and does your company have a LinkedIn page?

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We do. We do national webinars and frequently, our reps will send out email campaigns to our customers and target accounts letting them know that we have webinars and that we once a year open up our online platform for free so that everyone can use it in its online capacity for a couple of months. That has been one of our best sources for gaining leads.

I'm not sure what new businesses you're looking for exactly (I'm assuming for cold calls?) but I'm sharing how I find things on social media– I use the algorithm. For example, if I'm looking for startups, I'd search and browse the tags until I find a good account. At this point, there'd be suggestions as to similar accounts so I check those out too. The ads will start finding you then.

how did you find all your deals last year? What’s changed in the industry? Is your offering less relevant this year?

We work in education sales. We sell educational curriculum and we are more relevant than ever due to having very current and updated curriculum.

We find a lot of our deals through conferences, referrals, marketing efforts on social media, and pulling contact info from the websites for email outreach. There are other little things that we do here and there, but that’s the main outreach.

I’ve focused on improving our email quality with our team, and that seems to have helped, but it’s still not getting us enough conversations with new customers to drive us where we want to go.

Any thoughts or suggestions?

We'd really need more context here, like what are you trying to sell and who is your target audience to start.

We sell social studies, science, and social emotional learning curriculum to elementary schools. We are a national company and have several states that have adopted us as their primary resource. Our target audience is typically district administrators, elementary principals, and teachers.

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