Weekly Recap Sales Prospecting Perspectives week of August 30th
Happy Friday!
Well, it’s the “unofficial” last weekend of summer…but not the end to some great blogs from our team.
I found a great blog this week that really mirrors what we try and keep in mind every day here at AG. In Barb Giamanco’s blog titled: The Great Sales Lead Generation Debate. She talks about the constant discussion on Quality vs. Quantity, and the importance of having a healthy balance. It’s a great read as it puts both sides into perspective.
Monday, August 30th
Does your inside sales team have the tools to succeed? – Ilona Jazdowska discusses in her blog the tools she’s found to be a most useful when it comes to performing successfully in inside sales.
“I have had the opportunity to work for a variety of clients. Some coming right out of the gates with little to no name recognition (some with products still in Beta!), companies with cutting edge technology, others part of the Fortune 500. From my experience, I know what I need to be successful. I am going to share with you some of the preliminary homework that you need to do in order to make your time and investment as successful as possible…”
Tuesday, August 31st
Do Your Inside & Outside Sales Communicate Well? – Craig Ferrara offers some great insight into his past work experiences and how communication is key in sales success.
“It seemed so foreign to me to not be allowed to communicate directly with the outside sales reps. at the hotel we would simply call or walk down to the department we needed answers from. Even if it wasn't the most pleasant conversation, we eventually found some common ground which allowed the team to work more seamlessly from that point forward.”
Thursday, September 2nd
5 Questions To Ask Before Sending Out That Sales Proposal– Chris Lang discusses 5 important questions that you should be asking yourself before you send out the sales proposal.
“Sometimes sales reps act like used car salesmen. “What’s it gonna take to get you into this storage solution?” “Look at this encryption right here…it’s just beautiful and I’m willing to give it to you for half the price!” The pitch is feature and not value focused and then a proposal is given to the prospect, often times without even hearing what the prospect’s full set of needs are. Not shockingly, close rates are usually low when the sales process is less complex than that of the ice cream man selling to a toddler. (He always got me with the Choco Taco) Here are a couple of questions to ask, pre-proposal, that will ensure your prospect is ready to move forward...”
That sums it up! We hope Earl doesn’t ruin your weekend! Be safe and we’ll see you Tuesday!