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Sales Prospecting Perspectives

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Why Mad Men Marketing is Moot: Account Managing in the Digital Era

Don Draper Marketing

Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at

While your grandpa’s idea of the ultimate account executive might be Clark Gable in the 1940s movie
The Hucksters, there is little doubt that our era’s idea is more in tune with Don Draper. Partially based on the life of Draper Daniels and the track record of Rosser Reeves, the “mad man” is capable of everything: writing copy, directing visual, planning media, managing the client relationship, and getting the big accounts . As he has said more than once, “You didn’t want it until I told you you wanted it.” 

Still, this “modern” idea of the account executive (AE) or manager (AM) is outdated. Given the growth of specialization in ­­the field, the AE’s role and importance is diminishing. The rise of agencies dedicated solely to digital projects further complicates the role because the faster pace demands a higher focus on client project management.

Top 5 Email Prospecting No-Nos

Email Prospecting

Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at

Can I let you in on a little dark secret of mine?

Promise not to tell anyone?

Here it is:  I’m not that great at getting responses to my prospecting emails.

5 Simple Remedies To Heal Your Ailing Email Subject Lines

Email Marketing, Subject Lines, James Hutto 5 15

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.

5 Keys Ways The Smartest CEOs Use Outside Contractors

Outside Contractors, Outsourced Marketing 5 8 Guest Post

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

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:

How To Ensure Sales And Marketing Work Together More Effectively

Marketing and Sales Alignment, Integrated Approach, Erica Bell 5 1

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

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.

How To Get Leads To Qualify Themselves

Integrated Marketing Communications, Marketing Messaging

Sales Prospecting Perspectives is pleased to bring you a guest post from Dan Vuksanovich, the Website Traffic Increaser Guy

We all want leads. Better yet, we all want qualified leads. A sales rep’s first duty is usually to ask some probing questions of a new lead in order to determine if the prospect’s interests are aligned with whatever that sales rep has to sell. Wouldn’t it be great, though, if leads would pre-qualify themselves? With Integrated Marketing Communications, they can and will.

Sales Prospecting Perspective Weekly Recap - Week of April 15, 2024

Boston Stong, Weekly Recap 4 19

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.

Are Your Prospecting Strategies Standardized?

Proactive Sales Prospecting, Trade Shows, Events 4 18 Eric V

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.

The New Social Buying Journey

Social Buying Proces, Social Funnel, 4 17 Catley

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.

6 Ways Cloud Storage Can Aid You in Sales

Cloud Storage, Sales Benefits, 4 17 Nicki

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.

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