Sales Prospecting Perspectives Weekly Recap – Week of July 19, 2023
It’s Friday, Friday, gotta pass some leads on Friday! Welcome back to our Weekly Recap. Here at AG, we’re excited for the weekend, just like Rebecca Black, so we can rejuvenate before coming back on Monday. Most people love the work environment here and coworkers have become friends, so even though it’s Friday, we never truly dread Mondays.
The article we're sharing today is from Direct Marketing News, called Customer Bonding, and it focuses on developing and maintaining bonds in business with customers and prospects. Bonding doesn't mean sitting around a campfire and singing songs, though; in this context, bonding means following through, providing help, advice and insights. Bonding with a customer means taking their problem or issue seriously and working to achieve a satisfactory outcome. By achieving bonds your company and your customers, credibility and integrity increases immensely.
Now, on to the weekly recap.
Monday: Something great happens when you try new tools: their worth become instantly apparent. That’s why on Monday, Laney wrote 3 Reasons to Stop Hesitating When Adopting Social Collaboration Tools for your Organization, explaining that actually using these tools can increase productivity, help build rapport between inside and outside sales reps, and encourage team camaraderie and company culture. Often, sales reps use the excuse, “I have my email for that,” when they’re presented with a new tool. However, more often than not, the tool is actually very useful, and in a much different way than an inbox is.
Tuesday: On Tuesday, Mike Ricciardelli wrote about The Epic Rise of Video in Sales, especially with conferences. The phone has become antiquated; instead, webinars and meetings will become more visually interactive. According to his research, companies are preparing to make a gigantic push to utilize video for collateral, social selling and marketing, sales training, coaching and communication. How do you think video can be utilized by sales teams, and what are your experiences with using it?
Wednesday: On Wednesday, guest blogger Chris Snell shared 5 Ways to Be A Better Inside Sales Rep. They revolved around being accountable: owning your time, your attitude, your number, your one-on-ones with your manager, and your skill development. In this article, Snell delves into the tricky business of defining how to own these parts of a job. He says to make no excuses and be responsible. Keep your eyes focused on whatever prize you’ve set for yourself, and keep running.
Thursday: On Thursday, I wrote Banning BANT: Redefining Quality Lead Criteria and Handling Moot Objections. Budget, Authority, Need, Timeframe; do we really need these qualifications anymore? They may not work for everyone; marketers defining lead criteria should adapt to the changing marketplace and sales reps who face these objections daily should find the easiest ways to circumvent them. This article takes a look at what BANT means to some people, and what it should mean today. Finally, it asks for people to think about the future of marketing, and how we can train new marketers or change old marketers’ ways when it comes to BANT.
That’s all! What was your favorite article this week?
