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Sales Prospecting Perspectives Weekly Recap - Week of February 14, 2024


Weekly RecapHappy Valentine's Day, Sales Prospecting Perspectives readers! We hope you're doing something special with that someone special or treating yourself to something that makes you happy today. On Valentine's Day, some people may feel down if they don't have a Valentine, just like in inside sales when people can feel slighted if they don't have a prospect. Therefore, we've compiled some helpful content about how to better market and teleprospect to these potential clients. Check out our favorite articles we shared on Twitter this week: 

  • What would you say is the most important element for increasing leads and sales? According to Tom Pick, it's reducing friction at all customer touchpoints.
  • Learn the top 6 ways to influence decision-makers by taking a look at their thought processes. 
  • Is it OK to cold call prospects on their mobile phone? Funnelholic asks several marketing and sales professionals, including our own Megan Toohey, what they think. 
  • AG Salesworks is all about sales and marketing alignment. That's why we really appreciated it when we saw that our CRM provider, Salesforce, posted about how B2B marketers can help sales understand customer intent.
  • The Bridge Group Inc. this week took on an interesting topic: teaching sales. There aren't nearly enough universities providing sales education. However, the few that do, such as UMass Amherst where our COO Peter Gracey teaches, are fantastic. 
And here are some articles from the blog you might have missed this week: 
Monday: On Monday, Kim Staib wrote The Gender Gap: Hiring Women in Inside Sales. She shared her own experience as a women in a predominantly male sales job. When she joined AG Salesworks, she looked up to the two women in management positions who interviewed her. They focused on parts of the job that would interest her, instead of trying to fit her to the "ideal sales personality." In this post, Kim says she hopes to see more women actively seeking inside sales careers.  

Craig Ferrara on Tuesday wrote Are You Afraid of Conflict With Your Inside Sales Reps? Some ways that managers might be doing this is sending out mass emails about a specific thing a few people are doing wrong, instead of meeting with those people one on one. It's important not to miss these teaching opportunities, even through our busy and sometimes stressful lives. So think for a moment, inside sales managers: How do you represent yourself to your employees? Is conflict something you avoid?

On Wednesday, guest blogger Anum Hussain from HubSpot wrote Why the Nitty Gritty Posting Mechanisms of Facebook Matter. B2B companies, this does apply to you, as Facebook can be a great source for lead generation. If you learn to better optimize your posts, they will feature more frequently on News Feeds, resulting in more engagement. Anum offers three tips for making the most out of your B2B Facebook page in this guest blog post.     

 Finally, on Thursday, we released another sneak peak into our Ultimate Inside Sales Prospecting and Management Success eBook. We wrote about the kinds of data that can help your list development and your sales: big data, triggered event data, and analytic data in the post How to Use Three Types of Data to Drive B2B Sales. We broke each down, and then explained how data-driven sales can increase your sales reps' conversion rates. 
Have a great weekend, readers! What were your favorite articles this week? 
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Hi Allison, outstanding roundup (I did miss some of these last week!) and thanks very much for including my MarketingProfs post. Honored.
Posted @ Friday, February 14, 2024 1:34 PM by Tom Pick
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