Sales Prospecting Perspectives Weekly Recap - Week of June 21, 2023
It’s been a busy week for everyone at AG Salesworks, but Peter Gracey especially. Our president participated in the largest inside sales summit in history, according to the Guinness Book of World Records, on June 20 from 8 a.m. to 3 p.m. Pacific Time. He was accompanied by an all-star roster of sales professionals and authors who offered advice to grow your company’s revenue. Pete Gracey spoke about how to measure outbound success. To view this event on demand, register for free here.
One of the ways we ensure success at AG Salesworks is by successfully aligning marketing and sales teams. But sometimes content marketing specifically doesn’t get all the attention it deserves. Marketing should enable their sales teams, and vice versa. Brendan Cournoyer’s article at MarketingProfs, “Three Reasons Why Content Marketers Need to Make Friends with Sales Reps,” embodies AG’s philosophy. According to him, content is more than just inbound; good content facilitates the buying process, which is something that sales should acknowledge, instead of pigeon-holing them into the “lead generation” category. It’s also important for marketers to know that inside sales reps know what their audience wants, as they are literally speaking to prospects every day. Therefore, they can be extremely helpful when targeting specific personas; they can be good resources for marketing strategies. Lastly, and as always, communication is important when aligning marketing and sales; content marketers should ask which whitepapers, product demos and case studies sales reps find most useful, so they can hone their strategy.
Now, on to our weekly recap.
Monday, June 17, 2023
On Monday, we heard from DCO Laney Pilpel. Laney wrote about mistakes to avoid when outsourcing your lead generation program to a company like AG Salesworks. Making sure your company does not do these things will ensure the success of the engagement. Laney recommends companies 1) try to refrain from questioning the outsourced company’s processes, 2) making judgments on inside sales reps before seeing the results of their work and 3) not being communicative, especially during the implementation period. By avoiding these mistakes, you and your outsourced lead generation program will work together cohesively.
Tuesday, June 18, 2023
Kevin Stemple, Database Manager or “data man” at AG Salesworks, wrote his first blog post on Tuesday about how to win the war against bad data when developing lists. While no data is perfect, following his 4 simple tips will help streamline the quality of your data. Stemple recommended not paying more than $1 per unit, asking for a preview file of a purchased list, sending a targeted mass email to all recipients in a recently purchased list and signing up for services such as Jigsaw or Data.com. Stemple’s perspectives on data accumulation will help other company in developing quality lists.
Wednesday, June 19, 2023
On Wednesday, guest blogger Chris Snell, Inside Sales Manager at Care.com, wrote about top 5 email prospecting no-nos. We often hear about what to do when email prospecting, but not what not to do. Snell, who over the years has become much better at email prospecting, recommends not 1) skipping your research, 2) faking a referral, 3) writing a thesis, 4) feature dumping, ever, and 5) forgetting to end your email with a call-to-action. Doing any or all of these can be detrimental to your prospecting goals.
That's all for this week! Have a great weekend, readers, and we'll see you next week!
