Are You Helping Your Inside Sales Teams Help You?
Sales Prospecting Perspectives in pleased to bring you another guest post from one of our newer BDRs, Kim Staib.
You know that movie Jerry McGuire? Who am I kidding, of course you know it (or if you haven’t seen it you have at this moment lost a minute amount of respect from me…anyway moving on.) You know that scene where Jerry and Rod are in the locker room and Jerry’s pleading with Rod “Help me, help you….HELP ME, HELP YOU!” I like to use that phrase when trying to put into words how clients and inside sales teams can have a truly successful relationship. It’s simple, and straight to the point, just help me, help you.
One of the ways in which a client can help their inside sales reps is with constant input regarding lists. Providing the inside sales team with semi warm lists from webinars or trade shows to follow up on can be a great way for inside sales reps to uncover potential opportunities. Also, no one knows the clients target markets quite like…well….the client! Dream lists can be compiled by the sales reps and passed to our team to try and get those accounts that have since been out of reach. Another way is to make every client call count and try to include conversations surrounding new strategies regarding lists.
At the end of the day we want to get our clients opportunities, but it is the collaboration required by both client and lead gen team that gets us there, starting with the lists. While we have a vast amount of resources at our disposal at AG that can keep inside sales reps with a healthy supply of names, there are always ways in which clients can help us along so that we are able to uncover the most qualified opportunities. Are you helping your inside sales teams help you?