Sales Prospecting Perspectives

As sales development reps, our time is precious.  It is essential that we manage our time in the most productive and efficient way possible in order to hit our goals, stay organized, and keep our clients happy.

The following are some tips I‘ve found make my day run smoother and allow me to make the most out of every day in the office. 

1. Lay out your day; have a plan.

Planning out your day as a sales development representative is a must, especially if you are working on multiple projects. I like to start off the day after my morning meeting by checking my inbox for each project and responding to any emails that I received after hours the day before. Responding first thing in the morning also gives prospects the whole day to get back to you. Creating a morning routine like this one is a great way to be productive while your cup of coffee wakes you up!

The holidays are behind us, and the New Year has begun! It is a season of resolutions, many of which focus on bettering yourself, living a healthier lifestyle, achieving financial goals, and spending more time with family. Although resolutions are key to personal growth and success, they can also be used in the workplace to motivate and encourage success for the upcoming year. Here are a few resolutions to help kick off your B2B sales prospecting on the right foot in 2015.

Preparing for a client call in B2B sales takes a minimal amount of time and can greatly impact the quality of your client relationship. What time is the call scheduled? Who will be included? What are the topics that will be discussed? What reports do you need to pull? These are just a few simple questions you can ask yourself to feel better prepared before you hop on a call with your client. Here are some of my best tips for preparing for client calls, as well as a sample client call itinerary.  

The Details

Being punctual for a client call is extremely important. If possible, set a reminder ten to fifteen minutes before the call. This way, you can organize your materials and thoughts. You can also use the time to check your inbox for any last-minute updates. Make sure you know who will be included on the call, and, most importantly, how the call will be facilitated. Are you calling into a conference bridge? Do you have the appropriate technology available needed for the call?

What is B2B social selling? There are many definitions, such as using social media outlets like Facebook, Twitter, Pinterest, etc., to spread the word about products and services to potential customers and clients. Although these definitions encompass the literal meaning of the words “social” and “selling,” social selling is not just pushing your products and services through a social media outlet. In fact, it’s something you’ve probably done in the past without realizing it.

To me, social selling for B2B inside sales is using your resources to your advantage.