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Sales Prospecting Perspectives

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Weekly Recap Sales Prospecting Perspectives week of August 23rd


How did everyone’s week go? We had some great blogs this week by Laney Pilpel, Craig Ferrara, Peter Gracey and Chris Lang.

As always I would like to point out a particular article I found this week that’s worth noting. Paul Castain wrote a blog titled: The 7.5 Deadly Sins Of Prospecting!. It listed 7 (and a half) things that you should not be doing while prospecting. It’s a great way to see if you are indeed guilty of these “deadly sins” and how to keep from committing them!

Monday August 23rd

Polite Persistence Pays Off For Inside Sales – Laney Pilpel offers some great pointers as to how and why being polite but yet persistent can pay off.

“The theme here boils down to this: Persistence, or what we like to call at AG, “Polite Persistence.” I think that sales people tend to get a bad reputation for being too forward, which is why we train our reps to be persistent in the nicest way possible. We accomplish this in many ways, from our tone and messaging to the amount of times we contact prospects throughout our call plan. There are two examples that really stand out in my mind and exemplify how we really go above and beyond to get the most meaningful conversations and quality opportunities possible without giving up.”

Tuesday August 24th

A Call Plan Can Help To Fix The Gap Between Sales and Marketing – Craig Ferrara touches on an article that he read this past week that discussed how to best deliver “sales ready leads”. He went on to explain how building an effective lead nurturing process was important.

“The last thing we want is that gap between your sales and marketing team to become a place where sales leads go to die. To prevent this from happening I suggest start by putting a call plan in front of your inside sales team. Step one should involve following up on any inquiry (assuming it's been scrubbed in some way) within 48 hours. As we all know, the longer a lead ages it becomes less and less likely the lead will convert to an opportunity for your sales team.”

Wednesday August 25h

0#, The Oldest And Still Most Effective Move An Inside Sales Rep Can Use – Peter Gracey discusses the oldest trick in the book, hitting 0# and how important it can be when getting key pieces of information in your calls.

By requiring that you speak to someone live on every call you end up casting a wider net within your target organization and most importantly you get yourself a sales ready lead faster than your competition.”

Thursday August 26th

3 Ways To Shorten Sales Cycle – Chris Lang offers some great points on how to shorten the sales cycle.

“I certainly encourage all sales and marketing executives to find new ways to increase their forecast. However, you should not turn your back on the proven methods that work just because they are “old school” and in many cases tougher to do. Roll up your sleeves, do the dirty work and close some deals.”


That covers it! We hope you all have a great weekend! See you Monday!


Thank you so much for the mention Michelle. 
I really enjoyed the other resources you mentioned too! 
Rock on! 
Paul Castain
Posted @ Friday, August 27, 2023 5:13 PM by Paul Castain
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