Sales Prospecting Perspectives

Halloween! Thanksgiving! Christmas and Hanukkah! All of these events are great in Q4… but in sales and teleprospecting, it seems like Q4 is everyone’s least favorite time of year. Everyone is focused on closing business rather than building new business. But once the holidays are over and it’s back to work in 2014… Uh oh! Where’s the pipeline?

There is an overwhelming amount of new marketing content online every day, whether it be delivered on a blog, social media, an infographic, in a newsletter, etc.  As a marketer today, you need to stay on top of the new trends and findings, and be in the know about new marketing tactics and softwares, and figure out how best to digest and deliver new content. Maybe you're also responsible for creating new content for your company, implementing new marketing strategies, monitoring 10 social feeds or more, replying to, commenting on and pushing out new updates, and then remembering to follow up on all of your efforts. Hey, what about that participant list from the last webinar? Clearly, marketers have many responsibilities and they are usually going 100 different directions at once.  I haven’t scientifically tested this but, I hypothesize that their heads would spin if they did not organize their efforts, and I know it's always easier said than done.  

No matter what time of year it is, it’s important to stick to your company’s call plan. Of course, variation is fine depending on projects and clients, but it is best to try and keep the call plan on track. At AG, we have found that our call plan works for most projects and receives many responses from prospects at all levels and in many different departments.