Sales Prospecting Perspectives

In the world of teleprospecting, many thought leaders are debating the efficacy of new and old techniques. With more and more sales leaders implementing new strategies, it's important for inside sales rep to keep up with the trends. However, don't feel you have to choose one technique and stick to it. Instead, learn to balance your techniques and manage your lists. Social selling is time-consuming, and it cuts out the ability to speak to prospects for a lengthy amount of time about their pains and needs, but it could lead to stronger opportunities. You may find that your team has more activity from the smile and dial method, but without some social intelligence behind these calls, those leads could be dead ends. Below are three things to consider when using commonly used prospecting techniques to find the balance that works right for you.

With a family background in sales, it’s no wonder I love competition, organization, and numbers. I like that every month your slate is wiped clean and you have another 30 days to crush your numbers. But not only is sales a month-to-month game; it's also quarterly and yearly. The cycle in which we work in inside sales is organized and allows you to plan your time accordingly.

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?

You get them in your inbox. I get them in my inbox. Sometimes our email has the intuition to deflect them to our spam folder.  In many cases, they’re from people you don’t know or from a company you’ve never heard of, and they’re long – unnecessarily long.  They are trying to market and sell something, but do you really care to even read a word of it?  These are the so-called “canned emails,” “spam mail” or “junk mail” – however you define it.