B2B Reads: Modern Prospecting, Hybrid Sales Strategies, and More


In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

Prospecting via Email? You Need to Nail These 3 Things by David Priemer
Email prospecting is one of the simplest and most widely-used strategies for generating sales leads. It’s also one of the most overused and abused. How can you ensure you break through the noise, hook prospects in, and move your deals forward? Here are three critical factors you need to focus on.

4 Prospect Qualification Mistakes That Are Hurting Your Sales by Jeff Hoffman
To help you qualify as effectively as possible and avoid some key missteps that will trip you up early on in your sales process, here’s a list of four key prospect qualification mistakes to remain mindful of.

Personalization in Sales: Why it Matters And 6 Tips For Doing it Well by J.C. McKissen 
Personalizing your outreach is essential to seller success. However, most sellers know that – meaning that anyone that wants to break through the noise has to take their approach to personalization a step further.

Video Prospecting: Ultimate Guide to Boost Your Sales Success by Khoshant Lande
The world of sales has always been about creating strong, personal connections with prospects. Video prospecting has emerged as a powerful way for sales professionals to forge meaningful relationships in the digital age. This guide includes tips for video prospecting best practices.

Sales Strategy: How to Get Trusted Introductions and Maximize Your Sales Growth by Amy Franko
Referrals rank as the top source for quality leads with nearly two-thirds of B2B companies. This article details how introductions can accelerate your sales strategy and sales prospecting success.

Rethink hybrid events – a new method for including your audience, rather than losing them by Jon Reed
Hybrid events are falling short – but the answer isn’t to revert to a stale event playbook. A new way to think about hybrid events, segmented by audience types – opens up possibilities.

How Sales Reps Can Adapt to the Hybrid Selling Environment by Mary Flaherty
Even the most experienced sellers are finding they need to excel at selling across multiple modes: in-person, remote, and hybrid. In fact, B2B buyers often use more than nine channels in their buying process. Here are some tips to excel across different selling platforms.