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Sales Prospecting Perspectives Weekly Recap - Week of November 29, 2023


Weekly RecapHappy Friday, Sales Prospecting Perspectives subscribers! We hope you had a terrific Thanksgiving, feasting with family and giving thanks. Today is Black Friday, but in between your online shopping for deals, you might want to check out some of our favorite sales and marketing articles this week!

  1. Will Gardiner at Marketing B2B wrote about how to target technology decision makers. He surveyed 150 decision makers who invested in technology in the past year and culled findings from his research. Definitely a must read for those who prospect in the technology sector!

  2. At Sales Journal, Caitlin Howard narrowed down the top 3 most common sales hiring mistakes: hiring a job hopper, hiring based on personality and hiring based on industry experience. Be wary of these mistakes so you don't have to return to trolling the job boards for potential sales candidates!

  3. We recently wrote a guide about millennials. The Internet exploded with information about the new generation, and we wanted to join the converstaion. Evidently, so did Josiane Feigon at Tele-Smart. Her helpful article shows 18 ways to create foolproof sales training for millennials. A definite must-read if you hire millennails often!

  4. Jill Konrath wrote what may be a controversial article this week: Being Customer-Centric is Not About Being Nice. She's not advocating for being mean or ornery, but for focusing on customer success by helping them improve their business operations. Sometimes, this means bringing new ideas and insights instead of appeasing customers with what they want to hear. Provide value; it's the new nice!

And here are this week's blog articles at Sales Prospecting Perspectives in case you missed them!

Monday: On Monday, Sam Goldman wrote How Inside Sales Reps Can Prepare for Weekly Client Calls. It's important to keep your customers and clients up to dates with your weekly habits and any progress you may have made on leads or prospects. Preparing for a conference call with a client can lead to a more successful conversation with them. Sam's advice is to have questions about the pipeline ready, ask your client for feedback, and pick out a few quality conversations to talk about on the call, among others. How do you prepare for client calls?

Tuesday: Mike Riccardellie wrote Inside Sales Tips: Archiving Valuable Data from Teleprospecting Conversations on Tuesday. He says there should be a rhyme and reason to how inside sales reps use their CRM, and that sales executives should be gathering important data from teleprospecting conversations in order to see success in the future, such as outbound activity and technology currently in use. What data do you measure when teleprospecting?

Wednesday: On Wednesday, guest blogger Michael Powers from NetProspex wrote Top Five Tips for Cold Calling. For cold calling, he said, practice makes perfect. The more time you put into developing your skills, the easier the process of cold calling will become. Some of his tips are: speak simply, ask probing questions, and always close with the next steps. This is a great article to read if you cold call often!

Thursday: On Thanksgiving Day, Elizabeth Guerra published 10 Top Things Our Inside Sales Reps Are Thankful For. From company culture to SalesLoft and InsideView to Cold Call Me Maybe, our inside sales reps are thankful for a lot this Thanksgiving. We hope you were too!

How was your week? What were your favorite articles and what were you thankful for on Thanksgiving?  

How to Motivate Your Inside Sales Team to Succeed

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