Sales Prospecting Perspectives Weekly Recap - Week of September 20, 2023
Happy Friday, Sales Prospecting Perspectives readers! We're going to continue to feature excellent content on Fridays from marketing and sales blogs across the Internet, as well as recap our own blog posts from this week. Enjoy!
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Employee productivity is key to a successful business. In our book "The Upward Spiral," we show how a positive company culture can contribute to employee productivity and morale. This Forbes article by Victor Lipman also shares management practices that can improve employee productivity, including "Respect employees as individuals, in addition to the job they do."
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Integrated marketing can help marketers reach customers and prospects across a range of channels, but doing so requires care and tact. Don Patrick at Direct Marketing News shares five lethal (but all-too-common) marketing mistakes.
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When sales and marketing departments don't connect, the results can be disastrous, as a negative impact on Return on Investment (ROI) may occur. In order to communicate effectively between departments and even integrate the two, here are 5 ways to boost sales and marketing join-up by Steve Kemish at B2B Marketing.
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Social media has grown to be a powerful way for brands to build connections with their customers and audience. At first, businesses on social media sought to acquire as many fans and followers as they could. Now, they need to learn to build and grow communities on the visiual web. Sharad Verma on iMedia Connection offers ideas as to how.
Now, on to our Weekly Recap.
Monday: On Monday, Samantha Goldman wrote Lead Statuses and the Importance of Moving Sales Prospects in CRMs. As someone who uses Salesforce every day, Sam expressed the importance of categorizing contacts and filling out the correct lead source detail. Your client will be able to see your effort on your current list by seeing categories such as "No Contact," "Not Appropriate Contact," "Contact Identified," "Not Interested," or even "Exhaustsed." Keep everyone on the same page by organizing your lead statuses consistently in the CRM of your choice.
Tuesday: Mike Ricciardelli on Tuesday wrote about a meeting with a heating sales rep: Be Consultative, Like This Sales Rep from a Heating Company. The sales rep was helpful, and tailored his questions to Mike's own situation, even asking how he could improve from the last company he worked with. He then repeated Mike's answers back to him to make sure that he knew exactly what he was looking for. Mike realized that people in sales can be sold, too, and this sales rep did it the right way: acting as a consultant instead of a sales rep solely focused on money.
Wednesday: On Wednesday, Lisa Fugere, Content Marketing Strategist at Radius Intelligence, was our guest blogger. She spoke about the changing world of sales with the advent of social media, and Why Traditional Lead Qualification Filters Are No Longer Enough. She offered advice for implementing social filters into your sales & marketing strategy, including lead generation, lead scoring, and social data. Read the post to see how she recommends we score leads based on social media.
Thursday: Thursday saw the release of The Outbound Index Issue #2. COO Pete Gracey wrote a post entitled: Hey Inside Sales Pros, It's Back: The Outbound Index Issue #2, to introduce it. The Outbound Index serves to provide a benchmark for your own outbound efforts and to challenge you to calculate your own index. That way, sales leaders can back up claims about the state of outbound prospecting with actual facts. Pete's a great writer, and I can assure you the Outbound Index isn't only numbers; it's a story of how outbound prospecting is changing and morphing every quarter.
