Comments on: Prospecting and The Myth of Mutual Exclusivity http://thesalesblog.com/2010/01/prospecting-and-the-myth-of-mutual-exclusivity/ The Sales Blog Tue, 07 Feb 2012 23:02:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: 4 Ways To Improve Your Communication Skills for Sales http://thesalesblog.com/2010/01/prospecting-and-the-myth-of-mutual-exclusivity/comment-page-1/#comment-1175 4 Ways To Improve Your Communication Skills for Sales Wed, 03 Mar 2010 01:02:14 +0000 http://thesalesblog.com/?p=1725#comment-1175 [...] scripts, and that you need to be able to think on your feet. This violates my personal law against mutual exclusivity. I am suggesting that you write, rehearse and use scripts AND you think on your feet. Most of us [...] [...] scripts, and that you need to be able to think on your feet. This violates my personal law against mutual exclusivity. I am suggesting that you write, rehearse and use scripts AND you think on your feet. Most of us [...]

]]> By: C-Level Executives Want to Hear From You. Maybe. http://thesalesblog.com/2010/01/prospecting-and-the-myth-of-mutual-exclusivity/comment-page-1/#comment-639 C-Level Executives Want to Hear From You. Maybe. Fri, 08 Jan 2010 17:35:20 +0000 http://thesalesblog.com/?p=1725#comment-639 [...] Does this require that you have the ideas? Absolutely. Do you have to be prepared to generate value on the appointment? Absolutely. Are some of these executives still going to say no? Absolutely. Which is why you never adhere to single approach and you use every prospecting method available. [...] [...] Does this require that you have the ideas? Absolutely. Do you have to be prepared to generate value on the appointment? Absolutely. Are some of these executives still going to say no? Absolutely. Which is why you never adhere to single approach and you use every prospecting method available. [...]

]]> By: John http://thesalesblog.com/2010/01/prospecting-and-the-myth-of-mutual-exclusivity/comment-page-1/#comment-630 John Thu, 07 Jan 2010 13:02:27 +0000 http://thesalesblog.com/?p=1725#comment-630 I absolutely agree. I'm always preaching about building and online marketing ecosytem that includes inbound, outbound, online, and offline marketing tactics. In most cases, just using one or the other will not yield results. - John I absolutely agree. I’m always preaching about building and online marketing ecosytem that includes inbound, outbound, online, and offline marketing tactics. In most cases, just using one or the other will not yield results.

- John

]]> By: Business Communication http://thesalesblog.com/2010/01/prospecting-and-the-myth-of-mutual-exclusivity/comment-page-1/#comment-624 Business Communication Wed, 06 Jan 2010 22:35:27 +0000 http://thesalesblog.com/?p=1725#comment-624 At some point, we try all the tricks in the book if we want to survive and grow. We can't do the same thing and expect different results. I'm excited about Twitter and social networking reach for new clients. That's cold but a lot more cozy! At some point, we try all the tricks in the book if we want to survive and grow. We can’t do the same thing and expect different results. I’m excited about Twitter and social networking reach for new clients. That’s cold but a lot more cozy!

]]> By: Steven Woods http://thesalesblog.com/2010/01/prospecting-and-the-myth-of-mutual-exclusivity/comment-page-1/#comment-618 Steven Woods Wed, 06 Jan 2010 13:45:19 +0000 http://thesalesblog.com/?p=1725#comment-618 Anthony, it's absolutely accurate that there is no need to use either one or the other. The combination of inbound with cold calling, however, doesn't need to restrict who you call to just the people who submit the form. A good marketing team should provide a sales team with a lot of insights into which individuals and which companies are showing light interest (even if they have not yet raised their hand and said "call me"), and allow the sales team to do much more than focused (and therefore effective) cold calling. Here's a (somewhat technical) piece on building a "traffic light" dashboard in salesforce.com for each rep's territory showing interest - http://eloqua.blogspot.com/2009/07/sales-enablement-account-traffic-light.html With marketing providing those insights (based on inbound marketing) and sales focusing on interested people and companies, the combination can be much more effective. Anthony,
it’s absolutely accurate that there is no need to use either one or the other. The combination of inbound with cold calling, however, doesn’t need to restrict who you call to just the people who submit the form. A good marketing team should provide a sales team with a lot of insights into which individuals and which companies are showing light interest (even if they have not yet raised their hand and said “call me”), and allow the sales team to do much more than focused (and therefore effective) cold calling.

Here’s a (somewhat technical) piece on building a “traffic light” dashboard in salesforce.com for each rep’s territory showing interest – http://eloqua.blogspot.com/2009/07/sales-enablement-account-traffic-light.html

With marketing providing those insights (based on inbound marketing) and sales focusing on interested people and companies, the combination can be much more effective.

]]> By: uberVU - social comments http://thesalesblog.com/2010/01/prospecting-and-the-myth-of-mutual-exclusivity/comment-page-1/#comment-617 uberVU - social comments Wed, 06 Jan 2010 13:24:50 +0000 http://thesalesblog.com/?p=1725#comment-617 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by CindyKing: RT @iannarino B2B Sales: Prospecting and The Myth of Mutual Exclusivity http://bit.ly/8TM6sw #sales #salestip... Social comments and analytics for this post…

This post was mentioned on Twitter by CindyKing: RT @iannarino B2B Sales: Prospecting and The Myth of Mutual Exclusivity http://bit.ly/8TM6sw #sales #salestip…

]]> By: Tweets that mention Prospecting and The Myth of Mutual Exclusivity -- Topsy.com http://thesalesblog.com/2010/01/prospecting-and-the-myth-of-mutual-exclusivity/comment-page-1/#comment-616 Tweets that mention Prospecting and The Myth of Mutual Exclusivity -- Topsy.com Wed, 06 Jan 2010 12:26:51 +0000 http://thesalesblog.com/?p=1725#comment-616 [...] This post was mentioned on Twitter by CindyKing, S. Anthony Iannarino. S. Anthony Iannarino said: B2B Sales: Prospecting and The Myth of Mutual Exclusivity http://bit.ly/8TM6sw #sales #salestip [...] [...] This post was mentioned on Twitter by CindyKing, S. Anthony Iannarino. S. Anthony Iannarino said: B2B Sales: Prospecting and The Myth of Mutual Exclusivity http://bit.ly/8TM6sw #sales #salestip [...]

]]> By: BizSugar.com http://thesalesblog.com/2010/01/prospecting-and-the-myth-of-mutual-exclusivity/comment-page-1/#comment-613 BizSugar.com Wed, 06 Jan 2010 11:56:36 +0000 http://thesalesblog.com/?p=1725#comment-613 <strong>Prospecting and The Myth of Mutual Exclusivity...</strong> Mutual exclusivity means that I can have either A, or I can have B, but I cannot have both A and B. The myth of mutual exclusivity in prospecting goes like this: “If I use inbound marketing methods, then I can’t use cold calling methods.” The problem w... Prospecting and The Myth of Mutual Exclusivity…

Mutual exclusivity means that I can have either A, or I can have B, but I cannot have both A and B. The myth of mutual exclusivity in prospecting goes like this: “If I use inbound marketing methods, then I can’t use cold calling methods.” The problem w…

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