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Sales Prospecting Perspectives

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Sales Prospecting Perspective Weekly Recap - Week of December 17, 2012

  
  
  
  

We had another great week of posts for me to recap, which I will get to shortly. First I wanted to share a great post written by Jennifer Wong at Optify , who offers 9 suggestions to keep in mind when trying to compose compelling emails in her post How to Craft Compelling Email Content. I won't reveal all 9, you'll have to read her post for that, but I wanted to share a few that I thought were very valuable. Personalizing your email is going to be very important when you are trying to increase your open and click through rates. Another suggestion I liked was adding a reminder into your emails. Most people don't remember where they left their information, help them remember before they mark your email as spam. You should always include a call to action with your emails and the final suggestion I wanted to share was the need to encourage feedback. That is one of the best ways for marketers to discover if the message is having the desired effect.Sales Blog recap

And now for our weekly recap.  

Monday, December 17, 2012  

We had a great start to the week with a post from Laney Pilpel, Director of Client Operations, regarding overcoming objections. In Inside Sales Reps - Are You Losing Prospects Over Their Objections? Laney discusses three of the most common objectgions inside sales reps may run across and offers her advice at how to handle them. The first objection reps often hear is "We are using XYZ competitor." Another common objection is to "just send me some information." The final objection Laney talks about is the all too common "we don't have the budget" response. She provides some great advice on ways of overcoming these common objections with a few ways of responding. 

Tuesday, December 18, 2012  

Michael Ricciardelli gave us a good look into what the first two weeks of your new teleprospecting campaigns should resemble in his post Campaign Checklist: Your First 2 Weeks of a Teleprospecting Campaign.  He breaks down what you should be looking to accomplish each week and provides his insight on the items you should be mindful of. Within the first week of launching your new campaign you should: secure a targeted list, create your strategic messaging, have your "battle" cards ready, and provide your reps with a "kick-off" mass email. During the second week of your new campaign you should be making any necessary tweeks to your messaging, manager's should be call shadowing reps, and you should be analyzing your "kick-off" email. 

Thursday, December 20, 2012

Our final post of the week came from Director of Client Operations Matt Fitts. His post Inside Sales: Questions That Lead To Meaningful Answers enlightens us on what are some good questions reps should be asking that will help progress the conversation forward with meaningful information. The four general questions Matt recommends asking are: "How are you currently handling abc?", "What will happen if you don't address abc pain or need?", "What areas of operation are currently affected because of "abc" issue?" and my favorite, "Before I called, how did you envision solving the issue?" It is important that your reps are maximizing their time on the phone with prospects and asking questions similar to the ones mentioned will ensure that your reps time is being utilized properly.

We at AG hope everyone has a safe and happy holidays and look forward to another great year in 2013!

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