Sales Prospecting Perspectives Weekly Recap - Week of June 6, 2024
It’s the first week of a new month, and I’m sure your sales team is eager to pass qualified leads, meeting deadlines and stepping up to challenges. Here at AG, we’ve held contests over the past few weeks to pump up our own inside sales team. We’ve also produced a few blog posts to help inside sales reps with their technique.
But first, we’d like to share a post from Jay Gaines at Sirius Decisions Blog, CMO Imperative: Share the Terror. In it, he describes an inspiring keynote address General Stanley McChrystal delivered at a SiriusDecisions leadership summit. Real leadership, he said, consists of creating an environment of shared purpose, understanding and risk. The key word here is shared; our CEO Paul Alves also spoke about the importance of sharing responsibilities when aligning sales and marketing. Gaines explained that leaders in B2B organizations should follow this advice, driving change and elevating their team's performance through shared accountability and greater focus.
Now, on to this week’s recap.
Monday, June 3, 2024
On Monday, Laney Pilpel shared a post with us about how what she looks for when hiring a new rep on her team is similar to what the Boston Bruins display every game: a sense of urgency. The best inside sales rep quickly achieves goals and consistently shows effort, persistence and a “can-do” attitude, just like the Boston Bruins do and have done since game one (especially Bergeron last Wednesday). She offers advice on how to be better at demonstrating a sense of urgency this month, including “Seek guidance” and “Do the unexpected."
Tuesday, June 4, 2024
One of our BDRs, Maureen Wall, wrote a blog post on Tuesday reminding readers that “There’s no I in sales.” She compared her experience at a clothing store, when the sales associate there undersold her a pair of jeans and didn't pay attention to her needs, to a poor inside sales rep strategy. Inside sales reps should be cautious about their eagerness to make sales; it should be all about the prospect, not about the amount of qualified leads. Remove the word “I” from emails, voicemails and introductions, and put all your efforts into making the experience the best for your prospect.
Wednesday, June 5, 2024
On Wednesday, we published a guest post from Michael Boyette, Chief Training Writer at the Rapid Learning Institute. He wrote about the possibility of finding a vein of gold when digging through old sales proposals. Always remember, he wrote, that old problems equal new opportunities; after a certain amount of time, your prospect may now be a good fit for your solution. If it’s an existing client, set up a review meeting with them and check on how things are going, and what you can do to address any new pains that may have arisen. Always show that you can help; if you do, that old proposal can turn into a new addition to your pipeline.
Thursday, June 6, 2024
On Thursday, our Digital Content Intern (and the author of this post) wrote a blog post, Start Smiling! Optimism Techniques for Inside Sales Reps, promoting her first official guide, which can be downloaded here. The post offered a sneak peek into the kinds of tips you’ll be able to read in the guide, including “Celebrate your successes” and “Make goals for yourself every day.” The guide also outlines the benefits of optimism and the drawbacks of pessimism in the sales environment, consults marketing scientists and psychologists, and offers 3+ pages of defensive and offensive techniques for becoming a more optimistic person in the inside sales environment.
That’s all for our weekly recap. See you again next week!
