Sales Prospecting Perspectives

Sales Prospecting Perspectives Weekly Recap - Week of December 20, 2023

  

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It's the last Friday before Christmas, and the office is full of holiday cheer. But it's still important that sales reps' pipelines are in the clear. Sales managers should motivate their sales team in these last few days before the holidays dawn near. So take a gander at these sales and marketing articles we've curated for you to revere.

• Why do sales jobs attract more men then women, and how can we recruit and interview more sales women? Trish Bertuzzi from The Bridge Group offers her two cents on the gender balance of sales.
• Do you think curating content or creating it drives more sales conversations? According to Rachel Foster on CMI, your company should balance both, although creation of content should be your cornerstone.
• You might need to ramp up your customer service, because customer retention is key in B2B sales. Jerry Jao's post on Marketing Profs offers 4 steps to secure your customers.
• We spend hours training inside sales reps, but do we ever train inside sales managers? Guest blogger Jason Jordan on HubSpot explains why most inside sales reps turned managers fail, and how we can change that by focusing on the proper metrics.
• Lastly, our own blogger Laney Pilpel produced a guest post for Sales Engine this week. She knows people are griping about how the holiday season is affecting sales, and her advice is... get over it. There are many upsides to prospecting in December, so read this post and start cranking away!

And here are some blogs you might have missed from Sales Prospecting Perspectives this week. 

Monday: On Monday, Laney Pilpel wrote New Sales Managers, Don’t Miss Out On This Advice. Laney is about to become a new mom, and she is both excited and nervous, two emotions new sales managers might feel as well. In order to curb that nervousness, and better prepare new sales managers for their role, Laney's offered three tips for how to lead a sales team, such as don't let micro-managing get in the way of leading and don't be too nice. Don't get overwhelmed, seh says; focus on the fact that you've earned this role, and go make it happen. 

Tuesday: On Tuesday, Craig wrote 5 Tips For Converting Leads Before the New Year from a management standpoint. There may be a plethora of suggestions across the Internet for how to push a deal over the edge before the year ends, but you should also be concentrating on ensuring that your 2014 Q1 calendar is booked with meetings. His five tips include: Circle bck on your not-interested pipeline from 6 months ago and get in the holiday spirit. If you have meetings set up, you'll be grateful when Q1 kicks off. 

Wednesday: Guest blogger Amanda Maksymiw, Content Marketing Manager at Lattice Engines, wrote Sales Prospecting in the New Year with a Data Scientist on Wednesday. She delineates how the influx of data is providing an opportunity for inside sales reps and managers to be more informed about customers and prospects. To ensure success in the New Year, she provides sales prospecting tactics that use data, such as automated marketing and email campaigns, to improve sales. 

Thursday: The final installment of Maureen Wall's video series, Technology's Impact on the Evolution of Sales, was published on Thursday, featuring Director of Channel Sales Matt Fitts. Check out Matt's perspective on how sales prospecting is influenced by new technology and social selling. It may inspire you to tweak your inside sales strategies for the new year. 

Merry Christmas and happy holidays, Sales Prospecting Perspectives readers!