Sales Prospecting Perspectives Weekly Recap - Week of September 27, 2023
Happy Friday! As Q4 approaches, I’m sure we’re all excited to pass more leads and have more conversations, as well as celebrate those Q4 holidays, like Halloween, we know and love. In the meantime, take your Friday lunch break to read through some great links that will help you become better marketers and salespeople!
- According to Lisa Dreher at BtoB Online, a little humor can go a long way when marketing to CEOs. She spoke with the president of a marketing company in Ohio, and their conversation yielded some interesting results. Why is it always taboo to use humor over the phone with CEOs? They’re people too, after all. Marketing doesn’t always have to be such a serious matter; loosen up!
- Do You Always Take “No” for an Answer? In this article, Kevin Thornton of VanillaSoft speaks about the old adage “Never take no for an answer.” In teleprospecting, that should not always be the case. Usually, after someone says no, you should stop wasting your time and move on to another prospect who may be more interested in your product. This article speaks about the value of “no” in a very interesting light.
- This week, NetProspex wrote, The Right Data Creates More Conversations Every Step of the Way. There’s a winning combination of adding data, understanding it and using it to your benefit. Stay tuned for a video of the webinar with AG Salesworks, NetProspex and iLantern about data management coming soon to our website!
- Ardath Albee of Marketing Interactions wrote, Are B2B Marketing Priorities Out of Whack? She polled marketers for her upcoming eBook about their priorities, and chose 3 out of the 11 to concentrate on: content strategy, customer engagement, and personalization. Surprisingly, these were not the top three. We need to put the fundamentals in front of the outcomes, according to Ardath. Read this article for an interesting take on marketing priorities!
- On Thursday, AG Salesworks guest-posted on Radius's blog about How to Perfect Your Teleprospecting Opening Statement. It’s important to draw the line between a salesy opening statement and a consultative opening statement. While there’s no clear-cut formula, we offer 10 tips to impart an opening statement that shows your humble, yet informative approach to teleprospecting.
Now, here are some blogs you might have missed at Sales Prospecting Perspectives this week!
Monday: On Monday, Laney wrote How to Create the Perfect “What We Do” Statement for Your Inside Sales Team. Everyone who has ever cold called has heard these infamous words: Who are you and where are you calling from again? It’s important to have a great “what we do” statement (or a “sales trailer” as Sales Engine calls them) to guide your prospect down the path leading to probing questions and qualification questions, further exploring their environment. Laney offers succinct tips for creating the right “what we do” statement for your company.
Tuesday: Craig wrote on Tuesday, Does the "Ra Ra" Approach Work for Struggling Sales Reps? While being a positive sales manager is definitely important, it might be detrimentary to the sales process if they’re just cheering from the sidelines. Employees need a bit more than a “You can do it, pal!” if they’re at a loss. As a sales manager, you need to maintain the balance between being positive while also turning the screws when necessary; you need to be willing to get dirty with your team to drive real results. Read how in this article!
Wednesday: On Wednesday, our guest blogger was Damian Davila from Idaconcpts.com. He wrote How to Optimize Your Website for Sales Prospects, discussing three best usability practices. You can’t just put all your information out there; it’s got to be neat and catered to your prospects’ interests. Therefore, you need to keep your clients in mind: Clients hate to read, clients are using smartphones and clients need directions. A very interesting article with loads of facts about online readability, this is a must-read.
Thursday: Finally, on Thursday, Megan wrote 4 Tips to Organize Your Content Marketing and Social Media Efforts. Marketers are always busy, but here Megan offers a schedule for getting marketing efforts done on time, including blocking out the first hour of your day to finding new content, using your online calendar as a reminder system, scheduling a half hour every week to scheduling new social media content and keeping a consistent content calendar. All this has helped Megan, and dozens of others, uphold a successful marketing strategy.
That’s all for this week. Thanks for reading!