Sales Prospecting Perspectives

If you are as big a fan of NBC’s Thursday night comedy lineup as I am then you know that tonight is the series finale of The Office. If you watch the show (who hasn’t watched this show?) then you know that Dwight Schrute is absolutely insane. However, he is also Dunder Mifflin’s top salesman, so he is obviously doing something right. NBC.com put together a collection of Dwight’s top sales tips, which are, like Dwight, insane. I’ve selected a few of my favorites to tone down and translate into language the everyday sales rep could grasp.

Sales Prospecting Perspectives is pleased to bring you a guest post from James Hutto, co-founder of Valeo Marketing.

In an ideal world, we’d all have 100% email open rates. After all, they signed up, so they want to see what we have to say, right? If only things were that simple... Even if you’ve crafted the perfect squeeze page, written amazing content, and gently encouraged your readers to sign up via email... It’s all for nothing if they don’t read those emails. What must be done next—and arguably just as difficult, might I add—is to write subject lines that get your subscribers to actually open your emails. But don’t fret! With the right approach, you can craft email subject lines that will leave your readers hungry to discover what’s inside.

Sales Prospecting Perspectives is pleased to bring you a guest post from Helen Nesterenko, founder of Writtent.com.

One of the biggest reasons that companies fail is that entrepreneurs don’t ask for help. This concept is so well-known, it inspired the best-selling book The E-Myth. CEOs shouldn’t spend their days acting as a “technician,” when they need to focus on innovation and orchestration. If you’re spending your days  immersed in the nitty-gritty of deliverables it’s time to take a few steps back and learn how to ask for help:

Sales Prospecting Perspectives is pleased to bring you a guest post from Erica Bell, Marketing Management writer for business resource site Business.com.

Conflicts – all offices have them and all employees will encounter at least one during their working days. Economics and cultural differences between sales and marketing departments can cause conflicts in the workplace that ultimately hinder your profits and the performance of your business. Don’t let your business become a victim to the clash of the department titans. Get your sales and marketing teams working together effectively for greater success and a boost in your bottom line.

In leiu of recent events here in Boston, I think it makes sense to skip this week's share post and instead focus on the victims of this week's tragedy. Our CEO, Paul Alves, posted earlier this week about the struggle between good and evil and we mentioned a local organization, TUGG (Technology Underwriting Greater Good) who had begun a fundraiser supporting the local victims and families. I wanted to take this opportunity to mention again this great cause as well as invite any of our readers who want to donate to do so. There has been overwhelming support generated and a great sense of community established in this wonderful city many of us call home. Though our community has been rocked by the events that have unfolded, we have created an even stronger bond and sense of resilience that two men alone can not and will not break.

Last week I attended the AA-ISP Leadership Summit in Chicago.  While I was there, I noticed some interesting behaviors and practices by some of the vendors who were exhibiting.  Many of them seemed to abandon traditional prospecting strategies when the mask of a phone was lifted and confronted with face to face interaction.  Why would that strategy differ? The more I think about it the more it makes me laugh.

Sales 2.0 or social selling are the hottest topics at this years conferences and trade shows. Organizations of all sizes are finally realizing they need to have a social presence and some form of social strategy in place. The problem is, most organizations don't know where to start or what sort of process to have in place to best utilize the social intelligence these channels provide.

Sales Prospecting Perspectives is pleased to bring you a guest post from Nicki Escudero, Social Media and Content Stategist for CX. 

Don’t think of cloud storage as simply a virtual location to store your precious data. It’s also an effective tool in increasing sales and making the sales process much more effective, with collaborative features that make working together easier than ever. Below, find six ways you can use cloud storage to benefit your sales.

As a business development representative, I am armed with collateral to help prospects gain insight into my client’s products and services. This is part of our job- providing additonal information when we can’t qualify a prospect as a lead. But is there such a thing as ‘too much collateral’? The answer depends on a few things: your personal preference, how in depth your client wants to go, how many different solutions you have and the organization itself.

Sales Prospecting Perspectives is pleased to bring you a guest post from Tom Knight, COO of SurgeryFlow.

Over the first quarter of the year, and in particular the last month, we have heard this question a lot.

For many, the question stems from doubt about the ability of Sales to produce replicable results, and for others it stems from a desire not to leave anything on the table. In both instances the answer is the same: