Sales Prospecting Perspectives

As an inside sales rep, your call plans most likely include effective email prospecting strategies. You’re giving out your email to everyone you talk to in case they want to contact you later. You’re sending reports to your superiors and asking for advice from your managers, all within your inbox. You’re inundated daily by messages from clients, prospects, marketing, and more. It’s no surprise that email takes up 28% of the average workers’ time, according to McKinsey & Company. To put things into perspective, that’s one-fourth of your day spent in your inbox.

AG Salesworks is pleased to bring you a guest post from Janelle Johnson, Director of Demand Generation at Act-On Software. 

In B2B marketing, sales and marketing emails play different but equally important roles in a successful communication strategy. Marketing emails lure the leads, and sales reels them in. But if nobody ever opens your messages, they won’t do your organization much good. Getting a prospect to open an email can be extremely challenging in today’s crowded marketplace. Many of us get hundreds of emails every day. Which ones make you click? Which ones make you hit delete?

Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Rosenberg, the Funnelholic and a co-founder of TOPO. Follow him on Google+ or Twitter.

Whenever we think of sales and marketing efficiency, we typically focus on what we can do internally. Don’t get me wrong, you have to optimize your sales and marketing processes for efficiency. However, it is absolutely critical that you optimize the buying experience you are delivering so it is as efficient and easy for your buyer as possible. At my day job with TOPO, I have interviewed hundreds of buyers. They typically mention efficiency and ease of use as the top requirements for their preferred buying experience with a vendor. If you don’t believe me, then here's Homayoun Hatami, co-leader of the Sales Growth practice at McKinsey: “Sophisticated customers are not interested in traditional sales models. They demand faster, more seamless, and even enjoyable sales experiences.” Time is the enemy for everyone in today’s crazy-busy world. Your goal should be to make every interaction with your buyers easy and quick.