Sales Prospecting Perspectives Weekly Recap - Week of January 17, 2024
Good afternoon, Sales Prospecting Perspectives readers. How was your week? Were you able to build your pipeline for 2014? Were you able to prioritize your marketing initiatives for the first and second quarter? Are your inside sales reps' progressing in the field of teleprospecting? This week, we've compiled articles to help you increase the value of your business and inside sales team.
- Inbound or outbound. That is the question. Or is it? Matt Heinz says no. Instead of thinking about one technique versus the other, he says to incorporate allbound selling and marketing into your business strategy, regularly balancing tactics from both sides.
- B2B marketers often struggle with connecting to clients and prospects on social media. Allen Narcisse offers 3 key angles to approach your B2B social media strategy, including building brand awareness, showcasing your expertise, and making content for sales.
- You can learn about selling outside of the office, too. Mark Hunter learned a lot about selling by sitting in Starbucks. Starbucks creates an environment where buyers feel comfortable as well as engaged, with a sense of ownership on the process through multiple choices. Interesting observations!
- Would you consider your business human? On Harvard Business Review, Scott Anthony advises to resolve to make your business human again in 2014. He includes three components that make businesses human, including a 'customer-comes-first' mindset and a motivating purpose.
- Finally, Sales Engine compiled a list of the posts you loved in 2014. Our own Megan Toohey's blog post made the list, so check it out!
And here are some blog posts from Sales Prospecting Perspectives this week:
Monday: On Monday, Laney wrote
The Top 5 Frequently Asked Questions about Teleprospecting Scripts. Script development is key to making any teleprospecting campaign successful. However, when producing scripts, many inside sales managers and reps have questions. Some of the most popular questions answered in this post are: How do you create a script without having your team sound like robots? Why shouldn't you start your introduction with a description of your product or service? In 2014, it's important to ramp up your teleprospecting efforts by paying attention to these FAQ for script development.
Tuesday: Craig Ferrara shared a post on Tuesday,
Battle Blue Monday: Embrace 2014 Inside Sales Comp Plans about coming back to work after the holidays. Many people are fearful of starting a new slate in 2014, especially with compensation plans. However, Craig says to be optimistic. Instead of thinking about all the obstacles the plan poses, he advises to attack is the same way you did in 2013. Start your day off with a positive thought and see how this impacts your performance at work.
Wednesday: On Wednesday,
Tamara Graves, Senior Director of Demand Generation at NetProspex wrote us a guest blog post called
The 2014 Priority List for Marketers. Her marketing wishlist includes behavioral data, killer content, a clean and comlete database, and more. What does your marketing priority list look like in the New Year?
Thursday: Lastly, on Thursday our Vice President of Marketing and Sales
Richard April shared an excerpt that he wrote from the eBook Marketers Making a Difference: Volume 3. The chapter is called
How to Develop a Comprehensive B2B Marketing Strategy, and includes all you need to know about combining the different facets of B2B marketing for success. Market the marketing strategy and build flexibility into it to see greater success. It's a great read!
What were your favorite articles this week? Share your thoughts below!