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Sales Prospecting Perspectives

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Supercharge Your Sales and Marketing Vocabulary

  
  
  
  
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Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn, Content Marketing Manager at SalesLoft

From breakthroughs to benefits and from profits to process, the words used to present your product or service to prospects are instrumental to your success.

There’s no denying that the persuasive power of certain words can increase conversion rates and shift a buyer’s behavior. First impressions are far more valuable to engaging a potential customer than you may think. But have you identified these words?

Needs-Based Marketing for Executive Buyers Today

  
  
  
  
Needs-Based Marketing

Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch, Marketing Manager at Avention, a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research. 

It’s no secret that the buyer’s journey has changed.  Whether you’re looking at Google’s ZMOT theory or some other evaluation of the change in the process, it’s clear that customers are doing more research and talking to sales people later and later in the process.  There have been countless articles written in attempts to coach organizations on how to get into the decision-making process earlier and earlier.  There have probably been equally as many articles written on getting to the right buyer at the right time.   But once you get to that buyer, are you presenting the right message and offering true solutions to their business problems, or are you pushing a set of product features trying to fit their needs into your product specs?

The Top 5 Frequently Asked Questions About Teleprospecting Scripts

  
  
  
  
Teleprospecting Sales Scripts

It’s the second full week of 2014 and our client implementations are in full effect as we kick off the New Year. As you can imagine, one of the biggest components to ramping up these implementations is script development. The creation of scripts is key to making any teleprospecting campaign successful and is the first thing we look at when it comes to ramping projects. There are a ton of questions that arise throughout the scripting process, so I thought it would make sense to address some of those concerns.

Inside Sales Reps: First Impressions are the Most Important

  
  
  
  
First Impressions

In sales, it is crucial to not only sell but to leave a good first impression, sale or no sale. I've had interactions with sales professionals ranging from ignoring their insistent calls when I've already told them I'm not interested, to becoming best friends with someone who prospected me over six years ago.  For many people, their first interaction with your company may very well be with a sales member, and as the saying goes, "You never get a second chance to make a first impression."

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