Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Beth Cohen King, Director of Marketing at Ve Interactive.

In a recent companywide meeting at Ve Interactive US HQ, we discussed Steve Job’s secrets to great presentations.  At the top of the list was: “Answer the one question that matters most, and that is, ‘Why should I care?'"  As sales and marketing professionals, this should always be our number one concern.  It doesn’t matter if we work in B2B sales and marketing or provide sales and marketing for B2C clients.  Why should our prospects/leads/customers care about what we do? And why should they continue to care? And the biggest question, what value do we provide?  As Albert Einstein said, “Strive not to be a success, but rather to be of value.” Therefore, value should be at the core of all our sales and marketing efforts.

(and how to stop failure from happening)

Sales Prospecting Perspectives is pleased to bring you a guest post from Lisa Fugere, Content Marketing Strategist at Radius Intelligence a company that offers sales prospecting software powered by big data. You can find her on Google +!

Radius offers a marketing platform built on top of a database that sorts through billions of data about U.S. businesses each day. Because our platform uses big data to help marketers unlock key customer segments, we’ve thrown our hat into the overcrowded online world of marketing about big data solutions. Online search traffic for big data has surged in the last couple of years.  

Last week our company took part in a great consultative inside sales training. I love these trainings because although some of the topics may seem obvious at first, we sometimes tend to put these fundamental topics on the back burner at work because other priorities end up taking up our time instead. The training from last week really helped to reinforce the topic of Knowing your Competition. Seems simple, right? It may seem straightforward, but ask yourself these questions. When was the last time you sat down and really thought about who your competition is? Do you ever think about competition in a different light other than during the actual sell? This training really emphasized the idea of not only knowing your competition when bringing on new customers, but more importantly, really being aware of your competition when it comes to retaining your existing customers. 

Happy Friday, Sales Prospecting Perspectives readers. Here in the office at AG, we can tell that prospects are returning from vacation: there are more conversations, and less sales reps blocked by an away-from-the-office message. Fall is just around the corner!

This week, we’d like to share two articles.

Ever have a poor customer experience at Starbucks? I haven’t. I am always extremely satisfied when I leave there. From the moment you walk in, every employee smiles from ear to ear, they have a ton of energy, and if they mess up your order or take longer than expected, they give you a free drink, no questions asked. The key is this: they make it about you, the customer, from the second you enter their front door. Every employee seems to possess a positive attitude at all times. They truly make me believe that they love going to work and that satisfying their customers is their top priority.

Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle, Integrated Marketing Manager at lotus823.

Each and every work week at lotus823 is kicked off by a roundtable staff meeting and of course plenty of Diet Coke to go around.

Once our co-founder David Hernandez is able to bring the buzz of the room down, he walks us through each of our current business development opportunities for the agency.

Instead of jumping to discussing brand strategy or services, David always gears the conversation into a discussion about our personal relationship with the potential client contacts and what they would like to accomplish for their team and for the brand.

Recently, it seems that everywhere I look I come across more and more instances of customer service, and it makes me realize how crucial customer experience is when it comes to retaining business. Unfortunately, customer success sometimes gets overlooked because time seems better spent on the obvious – running the operational day-to-day tasks of an organization. Just recently I took on the responsibility of customer success at our organization, and I have been thinking a lot about what the key components are to driving customer care for inside sales.