Sales Prospecting Perspectives

Let’s face it: Not every cold call campaign is created equal. Data integrity and relevance vary with each purchased list, and these new lists are far from free. In a sales world that’s becoming more social, it’s more important to target and personalize your messages to prospects, setting yourself apart from the rest and refusing to provide "another sales pitch." Below are 4 ways to quickly find and engage more relevant contacts, building a warmer pipeline for prospecting. 

Sales Prospecting Perspectives is pleased to bring you a guest post from Amar Sheth, Principal at Sales for Life.

If there is anything that the NYPD and US Airways social media disasters have taught us in the world of sales (and business for that matter), it’s that you’ve got to do a far better job of organizing messaging than ever before.

With a family background in sales, it’s no wonder I love competition, organization, and numbers. I like that every month your slate is wiped clean and you have another 30 days to crush your numbers. But not only is sales a month-to-month game; it's also quarterly and yearly. The cycle in which we work in inside sales is organized and allows you to plan your time accordingly.

Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch, Marketing Manager at Avention, a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research. 

It’s no secret that the buyer’s journey has changed.  Whether you’re looking at Google’s ZMOT theory or some other evaluation of the change in the process, it’s clear that customers are doing more research and talking to sales people later and later in the process.  There have been countless articles written in attempts to coach organizations on how to get into the decision-making process earlier and earlier.  There have probably been equally as many articles written on getting to the right buyer at the right time.   But once you get to that buyer, are you presenting the right message and offering true solutions to their business problems, or are you pushing a set of product features trying to fit their needs into your product specs?

Sales Prospecting Perspectives is pleased to bring you a guest post from Jonathan Catley, Online Sales & Marketing Manager at MD Connect.

Peter Drucker, business genius, once said, “The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.” That concept essentially defines marketing as early stage selling, but since Drucker’s time, many companies have divided marketing and selling into separate disciplines, rather than realizing that they are essentially just different points on the continuum of bringing the customer to the business.

Businesses consciously take great measures to create and sustain a positive online identity.  They want to be found, and once they are, they want to exude a good, lasting impression.  In the B2B world, the human behavior that precedes the act of evaluating and buying has changed drastically with the rise of social media and the availability of endless online intelligence. 

(and how to stop failure from happening)

Sales Prospecting Perspectives is pleased to bring you a guest post from Lisa Fugere, Content Marketing Strategist at Radius Intelligence a company that offers sales prospecting software powered by big data. You can find her on Google +!

Radius offers a marketing platform built on top of a database that sorts through billions of data about U.S. businesses each day. Because our platform uses big data to help marketers unlock key customer segments, we’ve thrown our hat into the overcrowded online world of marketing about big data solutions. Online search traffic for big data has surged in the last couple of years.  

Working in a sales-oriented job, inside sales reps have numerous goals to hit on a daily, weekly, and monthly basis. But there are other goals to set besides the money-based ones. What personal goals can you set as an inside sales rep? One of the many things I love about AG is that we have various people with whom to discuss how to improve our prospecting skills in order to achieve our targets.

Happy Friday, Sales Prospecting Perspectives readers! It's the first week of March, which means readers are anxiously awaiting spring weather. The past few days have been bright, so they may start getting warmer soon! This week was a good one for those in the office, as a few inside sales reps passed leads that translated into large transactions. To get your sales team prospecting effectively and your marketing team supporting sales effectively, here are some of our favorite sales and marketing articles from this week: