As social sellers, it is imperative that we constantly share valuable information and insights with our networks. This is essentially what separates us from the rest of the sales community. However, clearly there is not enough time in the day for us to be constantly creating brand new content from scratch, nor is it necessarily beneficial to do so.
A healthy content marketing mix involves a significant portion of 3rd party content sharing in addition to original thought-leadership pieces. By sharing content from other sources, you are not only showing your network that you respect the opinions of others in your industry, you are also showing them that you’re well informed on topics that are important to them. For these reasons, it is important that you master some basic content curation skills to ensure you always have an ample amount of information to share with your community of prospective buyers.
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Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz, President of Heinz Marketing.
It starts with a hesitation.
It becomes an objection.
It festers into a doubt.
And it costs your company leads.
What I’m talking about is sales call reluctance. It doesn’t come from the prospects; it comes from the sales reps themselves. Whether you’re a new teleprospector or a seasoned inside sales rep, everyone experiences varying levels of call reluctance when B2B prospecting.
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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.
Salespeople are always looking for the holy grail when it comes to making cold calls. They can sort their lists, segment criteria but what’s most important? Timing.
I’m here today to argue that timing is more than finding the best day of the week or the time of the day to pick up the phone. In fact, it varies by industry and type of prospect anyway.
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Sales Prospecting Perspectives is pleased to bring you a guest post from Katie Kelly, Associate Inbound Marketing Specialist at HubSpot.
Traditionally, we think of BDRs as energetic, hungry, cold-calling machines. How can we get a prospect into taking a meeting? How can we get creative with our voicemails or sales pitches?
This worked well for decades - that was until our little friend, The Internet, arrived.
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Sales Prospecting Perspectives is pleased to bring you a guest post from Amar Sheth, Principal at Sales for Life.
Obscurity is your biggest problem. It's not your sales pitch, your product or your service.
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Let’s face it: Not every cold call campaign is created equal. Data integrity and relevance vary with each purchased list, and these new lists are far from free. In a sales world that’s becoming more social, it’s more important to target and personalize your messages to prospects, setting yourself apart from the rest and refusing to provide "another sales pitch." Below are 4 ways to quickly find and engage more relevant contacts, building a warmer pipeline for prospecting.
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Sales Prospecting Perspectives is pleased to bring you a guest post from Amar Sheth, Principal at Sales for Life.
If there is anything that the NYPD and US Airways social media disasters have taught us in the world of sales (and business for that matter), it’s that you’ve got to do a far better job of organizing messaging than ever before.
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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.
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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?
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Sales Prospecting Perspectives is pleased to bring you a guest post from Jonathan Catley, Online Sales & Marketing Manager at MD Connect.
Peter Drucker, business genius, once said, “The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.” That concept essentially defines marketing as early stage selling, but since Drucker’s time, many companies have divided marketing and selling into separate disciplines, rather than realizing that they are essentially just different points on the continuum of bringing the customer to the business.
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