Weekly Teleprospecting Recap
Great blogs this week! Chris discussed the similarities of unused utensils in your kitchen pantry to unused tools right at your fingertips for sales opportunities. (He really did bring up a good point!) Craig says don't take no for an answer, and Jill offers four tips on helping the sales reps get better results from the inside sales rep!
But first we wanted to highlight a great blog we found this week that really mirrors our way of life here at AG. Ardath Albee shares in her blog: Is Your B2B Marketing Content a Filter or a Vortex?
".....be careful of the feedback you follow. Using your content as a prospect filter can be a good thing. Instead of worrying about the volume number for lead generation, start focusing on showing pipeline transitions, sales accepted leads and closed deals. That's what leads to marketing accountability."
Monday June 7th
Sales and Marketing: Use The Big Fork - AG's Sales Director Chris Lang explains how important it is to utilize every tool at your disposal. Chris mentioned:
"The point is that there is likely a tremendous amount of untapped potential within your current sales and marketing investments. Look into all the available features within your CRM. Nurture the 70% of the leads you produce that would normally go to waste. Act on the market intelligence reports you get from the inside sales teams. Use that big fork!"
Tuesday June 8th
Why Teleprospectors Should Not Take the First NO When Cold Calling? - AG's Craig Ferrara explains why you should never take No (on the first try) for an answer. In his blog Craig shared
"A positive by-product of calling into multiple contacts, outside of getting a legitimate reason behind a no interest, is you may uncover an active project after all. I can't tell you how many times we've been blown off by a VP only to find someone working in their group that actually does have an active initiative. Let's face it, most high level execs probably tune out during your pitch or you could have just caught them on a bad day where they'll say no to everything. You owe it to yourself to dig around a bit more in these organizations...you might be surprised at what you uncover!"
Thursday June 10th
4 Tips for Sale Reps to Get Better Results from Inside Sales Teams - AG's Jill Ryan expresses the importance of communication between the Sales Reps and Inside Sales team. How exchanging contact information, allowing calendar invites, listening in on calls and keeping them in the loop is key to getting the best out of your inside sales team.
"By being an email or a phone call away we can minimize missed appointments and help reduce long drawn out sales cycles. If every Sales rep was more open to direct contact, I am convinced you would see the value. Also by having a good relationship with the Sales reps, I care even more about passing great opportunities along. So Sales reps, the Inside Sales team is there to help you - give us a call. By working more closely together, I am confident more calls will happen which will have a positive impact on your pipeline. "