Sales Prospecting Perspectives Weekly Recap - Week of September 13, 2023
Happy Friday, Sales Prospecting Perspectives readers! We’ve decided to do something different with the recap this week by providing even more articles for you to read. We’ll include 5 articles from other blogs and the keep the usual recap for Sales Prospecting Perspectives. So sit back, relax, and scroll through this week’s business, sales and marketing articles at your leisure.
- Often, we forget that words are signifiers, or signals of meaning and intent. Business writers might drive away sales when they forget the importance of each and every sentence. Learn to be a great business writer and love the language.
- Whether you’re a B2B or B2C company, customer service and marketing is key. So why not integrate the two? Debra Ellis at Social Media Today offers customer service tactics that reduce costs and improve customer happiness and success.
- Is cold calling dead or alive? Craig Rosenberg of Funnelholic interviewed 22 sales professionals (including our COOPeter Gracey) about the state of cold calling today. Some call it “broken, but not dead” and some say it's the “peanut butter and jelly with social selling.” Very fun post to read!
- You don’t have to be a marketer to know that the marketing world is always changing. However, Brian Solis says that the future of marketing has little to do with marketing. According to him, it will have less to do with gadgets and best practices, and more to do with relationships with people.
- Every sales leader needs a challenger in chief, someone who pushes back, providing dissent. As Noreena Hertz says in the Harvard Business Review:
“When group members are actively encouraged to openly express divergent opinions they not only share more information, they consider it more systematically and in a more balanced and less biased way… Studies comparing the problem-solving abilities of groups in which dissenting views are voiced with groups in which they are not find that dissent tends to be a better precondition for reaching the right solution than consensus.”
Here are some articles you may have missed on Sales Prospecting Perspectives this week. Enjoy!
Monday: Laney Pilpel wrote Are You Considering Your Competition Before and After a Sale is Made? She took an in-depth approach to evaluating your competition before and after making a sale, including questions you should ask yourself about the competition.
Tuesday: On Tuesday, Craig addressed a current issue: Are Social Selling and Cold Calling Mutually Exclusive? As you can see from Funnelholic’s post above, the Internet is buzzing about rumors that cold calling is dead and that social selling has replaced it. However, Craig offers a different point of view: cold calling and social selling don’t have to be mutually exclusive; they can actually complement each other.
Wednesday: Craig Wortmann of Sales Engine wrote our guest post this Wednesday: How Sales Leaders Model the Right Behaviors. Sales leaders can’t only expect confidence in their team; they have to exude it themselves. Great leaders provide direct, honest feedback and really know their employees, inspiring them to improve.
Thursday: On Thursday, CEO Paul Alves wrote Behind the Scenes of "The Upward Spiral:" Inspiration for the eBook. If you haven’t read The Upward Spiral yet, you’re missing out. In this post, Paul shares his inspiration for the book and a touching account of his own experiences building a business with a strong, learning company culture.
With that, we bid you adieu! Let us know how you liked the new format below and we hope to see you again next week!
