In a previous post, I argued that empowered buyers and new technology are forcing today’s B2B teleprospectors to take on new personalities to meet the growing demands of the role. I showcased three teleprospecting ‘personalities’. The ‘First Responder’ is all about speed, recognizing the long understood advantage that comes with being first. The "[Social] Networker" still works the room, but in the digital realm. And the "Field Nurse" practices triage through inbound inquiry channels. Each represents a viable teleprospecting role, requiring very different skill sets. Today, we look at four more emerging teleprospecting personalities.
On their own, these new personalities seem like a logical evolution from traditional teleprospecting responsibilities, but when taken on in ad hoc fashion without the benefit of clear definition and supporting org structure, are they a harbinger of disorders to come? You be the judge.
What do you think? Are these personality traits an early indicator of teleprospecting role specialization, or an omen of problems to come? Will disorders develop when reps take on too many personalities at once? Join the conversation and leave your comments below.
Jason Hekl is Vice President and Group Director at SiriusDecisions. With an emphasis on developing and executing demand generation strategies to accelerate growth, Jason has sourced, developed and closed millions of dollars in new business throughout his 19-year career. Follow Jason on Twitter @the_hekler.